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dc.contributor.authorGoyal, Vikas
dc.contributor.authorMishra, Prashant
dc.descriptionGoyal, Vikas, Department of Marketing, Indian Institute of Management Indore, Indore, India; Mishra, Prashant, Department of Marketing, Indian Institute of Management Calcutta, Kolkata, India
dc.descriptionISSN/ISBN - 17410401
dc.descriptionDOI - 10.1108/IJPPM-10-2014-0168
dc.description.abstractPurpose – The purpose of this paper is to develop a conceptual framework for performance evaluation of channel partners in distribution relationships and develop a scale to measure the proposed dimensions of performance. Design/methodology/approach – The proposed framework is built on the theoretical foundations of salesforce control systems and organizational performance. The authors developed the measurement scale by the three-stage protocol and established the scale’s reliability, factor structure and validity through the data collected from 252 firm-channel partner dyads across automobile firms in India. Findings – The proposed framework highlights three distinct dimensions of channel partners’ performance, i.e. output performance, the financial/other objective results; activity performance, the activities, behavior and process-compliance levels; and capability performance, the resources and capabilities of channel partners. An 18-item measurement scale is developed to measure the three proposed dimensions of channel partners’ performance. Research limitations/implications – The proposed framework conceptualizes the three key dimensions of channel partners’ performance that can assist firms in exercising a focussed approach to performance management in distribution channel relationships and other inter-firm contexts. This study contributes to the legitimacy and further development of research in the area. Practical implications – The measurement scale provides valid and reliable items for a rigorous performance analyses of channel partners, both at the individual level as well as at the level of the distribution channel as a whole. These performance analyses have multiple applications, right from managing the day-to-day channel activities to steering the channel strategy. Originality/value – The paper presents a multidimensional conceptual framework for performance evaluation of channel partners and provides a suitable instrument for operationalizing future empirical research in the area. © 2016, © Emerald Group Publishing Limited.
dc.publisherInternational Journal of Productivity and Performance Management
dc.publisherEmerald Group Publishing Ltd.
dc.subjectDistribution channel partners
dc.subjectDistribution relationships
dc.subjectPerformance evaluation
dc.subjectPerformance measurement scale
dc.subjectPerformance metrices
dc.titleA framework for performance evaluation of channel partners in distribution relationships
Appears in Collections:Marketing

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