Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships

1996 ◽  
Vol 33 (2) ◽  
pp. 200 ◽  
Author(s):  
Kirti Sawhney Celly ◽  
Gary L. Frazier
Keyword(s):  
Channel Relationships ◽  
Behavior Based ◽  
And Behavior

Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships

1996 ◽  
Vol 33 (2) ◽  
pp. 200-210 ◽  
Author(s):  
Kirti Sawhney Celly ◽  
Gary L. Frazier
Keyword(s):  
Conceptual Framework ◽  
National Survey ◽  
Resource Constraints ◽  
Value Added ◽  
Primary Data ◽  
Personal Communications ◽  
Channel Relationships ◽  
Empirical Results ◽  
Behavior Based ◽  
And Behavior

Supplier personnel often emphasize outcomes and behaviors in personal communications with distributors, thereby signaling important product-market objectives and advocating specific distributor actions. The authors’ purpose is to enhance the understanding of outcome- and behavior-based coordination efforts of supplier personnel in relationships with distributors. The authors use primary data from a national survey of industrial distributors to test the conceptual framework. Empirical results suggest that a supplier's use of such coordination efforts is affected by environmental uncertainty, supplier familiarity with distributor markets, supplier replaceability, and supplier resource constraints, as well as by distributor experience and distributor value added.

Temporal Focus

2020 ◽  
Author(s):  
Abbie J. Shipp
Keyword(s):  
Well Being ◽  
Psychology Research ◽  
The Past ◽  
Research Areas ◽  
The Future ◽  
Behavior Based ◽  
The Individual ◽  
And Behavior ◽  
Temporal Focus

Temporal focus is the individual tendency to characteristically think more or less about the past, present, and future. Although originally rooted in early work from psychology, research on temporal focus has been steadily growing in a number of research areas, particularly since Zimbardo and Boyd’s (1999) influential article on the topic. This chapter will review temporal focus research from the past to the present, including how temporal focus has been conceptualized and measured, and which correlates and outcomes have been tested in terms of well-being and behavior. Based on this review, an agenda for research is created to direct temporal focus research in the future.

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