The Impact of A Propensity For Relationalism and Market Growth On Distribution Channel Outcomes

Abstract

This research investigates the effects of an organization's propensity forrelationalism and its product line market growth on the distribution channeloutcomes of actual relationalism and relationship endurance. Using a sampleof 160 industrial equipment distributors, propensity for relationalism is shownto have an influence on both actual relationalism and relationship endurance.Further, evidence is found that market growth enhances the impact propensitytoward relationalism has on relationship endurance.