the relationship between manufacturer and distributors: knowledge transfer and performance
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ID: 146694
2015
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Abstract
This study explored the relationship between knowledge transfer from manufacturer to distributor. The research
question is related to knowledge transfer from the manufacturer to distributor and potential improvement in the
performance of the last. This issue is important for companies that are expanding their markets. A survey was
conducted in business units that belong to the transport equipment sector. The study’s sample comprised 199
companies. Measuring instrument followed a rigorous sequence of methodological procedures. Measurements
were validated by confirmatory factor analysis, and hypotheses were tested using structural equation modeling.
Results suggested positive effects of the manufacturer’s performance monitoring and knowledge transfer on the
distributor’s performance. By having formal and informal mechanisms to follow distributor activities, it is possible
to identify operational activities performed by the manufacturer that might improve distributor performance.
| Reference Key |
redaelli2015bar:the
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|---|---|
| Authors | ;Emir José Redaelli;Ely Laureano Paiva;Rafael Teixeira |
| Journal | journal of crystal and molecular structure |
| Year | 2015 |
| DOI |
http://dx.doi.org/10.1590/1807-7692bar2015150049
|
| URL | |
| Keywords |
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