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Does use of power affects relationship's social satisfaction in manufacturer-dealers relationship?


Hussin, Zolkafli and Perumal, Selvan and Mohd Noor, Nor Azila and Othman, Abdul Rahim (2014) Does use of power affects relationship's social satisfaction in manufacturer-dealers relationship? In: International Conference on Business Management (ICBM) 2014, 18-19 August 2014, Putra World Trade Centre (PWTC), Kuala Lumpur, Malaysia.

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Abstract

Managing the channel relationship is a key concern in manufacturer-dealer relationship.This study investigates the automobile dealers’ relationship satisfaction and perceptions on supplier’s use of power.Despite the assumption that relationship satisfaction contributes to buyer-supplier relationship, previous researches had concentrated more on understanding factors affecting overall relationship satisfaction.Hence, less attention was given to understand the effect on specific of relationship satisfaction i.e. social relationship satisfaction.Using a survey method, this study described the uses of power as antecedents of social relationship satisfaction among 107 car dealers in Malaysia. Results showed that the significant effect of non-coercive power on the relationship social satisfaction.

Item Type: Conference or Workshop Item (Paper)
Additional Information: ISBN 978-957-0910-05-5 Organized by: School of Business Management (SBM) Universiti Utara Malaysia
Uncontrolled Keywords: Relationship Marketing; Use of power; Social Satisfaction.
Subjects: T Technology > TS Manufactures
Divisions: School of Business Management
Depositing User: Prof. Madya Dr. Zolkafli Hussin
Date Deposited: 22 Jun 2017 03:25
Last Modified: 22 Jun 2017 03:25
URI: http://repo.uum.edu.my/id/eprint/22462

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