TY - JOUR
T1 - Conflict in Supplier-Retailer Relationships in the Brewery Industry in Cameroon
AU - Biboum, Altante Désirée
AU - Sigué, Simon Pierre
PY - 2014/5
Y1 - 2014/5
N2 - The authors develop a theoretical framework to explain conflict in supplier-retailer relationships. In addition to traditional influence strategy variables, the framework links conflict to retailer dependence and supplier formalization. The framework is empirically tested in the Cameroonian brewery industry. The findings support the view that channel conflict is inversely related to retailer dependence and supplier formalization. Contrary to expectations, the use of noncoercive influence strategies (information exchange and recommendations) has no significant effect on conflict, while, as expected, the use of coercive influence strategies (threats and promises) increases conflict.
AB - The authors develop a theoretical framework to explain conflict in supplier-retailer relationships. In addition to traditional influence strategy variables, the framework links conflict to retailer dependence and supplier formalization. The framework is empirically tested in the Cameroonian brewery industry. The findings support the view that channel conflict is inversely related to retailer dependence and supplier formalization. Contrary to expectations, the use of noncoercive influence strategies (information exchange and recommendations) has no significant effect on conflict, while, as expected, the use of coercive influence strategies (threats and promises) increases conflict.
KW - Cameroon
KW - channel conflict
KW - dependence
KW - formalization
KW - influence strategies
UR - http://www.scopus.com/inward/record.url?scp=84904660251&partnerID=8YFLogxK
U2 - 10.1080/15228916.2014.925361
DO - 10.1080/15228916.2014.925361
M3 - Journal Article
AN - SCOPUS:84904660251
SN - 1522-8916
VL - 15
SP - 75
EP - 84
JO - Journal of African Business
JF - Journal of African Business
IS - 2
ER -