Interfirm channel dependency, power, cooperation, channel conflict and channel member performance in the polyurethane foam products

Abstract

The purpose of the study was to examine the relationship between channel dependency, cooperation, power, conflict and channel member performance in the polyurethane industry. The study undertook a cross sectional survey design with a population of 357 respondents from which a sample of 274 was drawn. Self-administered questionnaires were used to collect responses. Measurement of the relationships of the study (channel dependency, cooperation, power, conflict and channel member performance) was done and subjected to rigorous data processing and analysis using the relevant statistical computer software packages. Findings indicated that there were both positive and negative significant relationships between channel dependency, cooperation, power, conflict and channel member performance. Results from regression analysis showed channel dependency, cooperation, power and conflict were significant predictors of channel member performance. The study recommends therefore, that since the model could only explain 52.6% in variance of the channel member performance of polyurethane foam products, a study be carried out comprising of other factors which were not part of the model. The customers/dealers of polyurethane foam products should put in place a system to enhance cooperation among the channel members as this deter conflicts among channel members. To study the true nature and quality of Interfirm Channel Dependency, Power, Cooperation, Channel Conflict and Channel Member Performance, a longitudinal study is more appropriate.