Keywords
Citation
Frazier, G.L. (2010), "Distributors sharing of strategic information with suppliers", Strategic Direction, Vol. 26 No. 1. https://doi.org/10.1108/sd.2010.05626aad.003
Publisher
:Emerald Group Publishing Limited
Copyright © 2010, Emerald Group Publishing Limited
Distributors sharing of strategic information with suppliers
Article Type: Abstracts From: Strategic Direction, Volume 26, Issue 1
Frazier G.L., Maltz E., Antia K.D., Rindfleisch A.Journal of Marketing (USA)July 2009Vol. 73 No. 4Start page: 31No. of pages: 13
Purpose – to examine the factors that lead distributors to share strategic information with their suppliers. Design/methodology/approach – defines strategic information as processed and retained data within a distributor organization that has implications for firms’ long-range decision-making. Develops a conceptual framework grounded in exchange theory, supported by pre-study interviews with more than 20 distributors and suppliers. Distinguishes between external and internal strategic information (ESI and ISI) and considers the impact on information-sharing of the nature of the exchange relationship; distributor product-market familiarity; and environmental uncertainty. Tests this conceptual framework with survey data from 479 distributors in the medical equipment, industrial equipment and industrial supplies industries.Article type: Review/Research paperISSN: 0022-2429Reference: 38AR536
Keywords: Decision making, Information strategy, Supplier relations