TY - JOUR T1 - Gauging the Effects of Dependences on Control in Industrial Distribution Channels: Response Surface Approach JF - International Journal of Research in Marketing Y1 - 2006 A1 - Kim,Steve A1 - Hsieh,Ping-Hung KW - Marketing KW - Supply Chain VL - 23 U2 - a U4 - 646807552 ID - 646807552 ER - TY - HEAR T1 - Demand Generation in the IT Channel Y1 - 2004 A1 - Kim,Steve KW - Marketing JA - Global Technology Distribution Council CEO Summit CY - San Francisco, CA U2 - c U4 - 2471061505 ID - 2471061505 ER - TY - JOUR T1 - Interdependence and its Consequence in Distributor-Supplier Relationships: A Distributor Perspective Through Response Surface Approach JF - Journal of Marketing Research Y1 - 2003 A1 - Kim,Steve A1 - Hsieh,Ping-Hung KW - Marketing KW - Supply Chain AB - Interdependence and its consequences in marketing channels have received substantial research attention, but two issues remain unresolved. First, the validity of the extant methods to measure interdependence has not been verified, and those methods have not been contrasted. Second, the impact of interdependence on an outcome variable is difficult to analyze and its potential to provide managerial insight hampered. To address those gaps, the authors first review prior approaches. The review of prior approaches raises key methodological and theoretical issues in measuring interdependence and analyzing its impacts, including the additivity of distributor and supplier dependences for measurement of interdependence and the nonlinear functional forms of dependences for the impact of interdependence.The authors use the response surface approach (RSA) and derive three managerial insights that can be garnered from its use: interdependence for the highest (lowest) level of an outcome, directions for change in interdependence, and change in outcome when receding from the ideal combination. They apply RSA to the relationship between interdependence and three outcome variables—distributor commitment, bilateral communication, and supplier control—in industrial distributor”supplier relationships and contrast it with previous methods. The empirical study results suggest that (a) distributors perceive differential effects of supplier dependence and distributor dependence on outcome variables and (b) highest magnitude and lowest asymmetry of interdependence do not lead to the highest distributor commitment or supplier control. From a distributor's standpoint, highest commitment and supplier control occur when distributor dependence is high and supplier dependence is modest. The following implications emerge: Distributor dependence and supplier dependence must be decoupled and treated separately. Distributor dependence can be encouraged and nurtured, while supplier dependence needs to be kept moderate. A supplier's too little or too great dependence on a distributor will deteriorate channel outcomes, at least from a distributor's point of view. VL - XL CP - 1 U2 - a U4 - 646811648 ID - 646811648 ER - TY - JOUR T1 - Loyalty: The Influences of Satisfaction and Brand Community JF - Journal of Marketing Theory and Practice Y1 - 2003 A1 - McAlexander,Jim A1 - Kim,Steve A1 - Roberts,Scott KW - Marketing AB - This paper empirically explores the relative impacts of satisfaction, brand community integration, and consumer experience on customer loyalty as expressed by future purchase intentions and behavior. Data drawn from qualitative research and a survey of 1000 patrons of a Native American casino who indicate a willingness to engage in formal marketing relationships indicate that satisfaction yields to brand community integration as a key driver of loyalty. We discuss important implications of the findings for marketing theory and practice. VL - 11 CP - 4 U2 - a U4 - 648519680 ID - 648519680 ER - TY - HEAR T1 - The Range of Self-Enforcing Agreement Use in Direct Business-to-Business Exchange Relationships Y1 - 2003 A1 - Kim,Steve A1 - Stump,Rodney L. A1 - Joshi,Ashwin W. KW - Marketing JA - Winter AMA Marketing Educators’ Conference CY - Orlando, Florida U2 - c U4 - 2450073601 ID - 2450073601 ER - TY - HEAR T1 - Relative Influence in Marketing Channels: An Empirical Test of the Influence of Distributor Specialized Investments in an Eastern Versus Western Culture Y1 - 2002 A1 - Kim,Steve A1 - Stump,Rodney L. A1 - Oh,Changho KW - Marketing JA - Multicultural Marketing Conference CY - Valencia, Spain U2 - c U4 - 2450085889 ID - 2450085889 ER - TY - HEAR T1 - Search and Collaboration: A Two-sided Buying Behavior in High Technology Markets Y1 - 2002 A1 - Kim,Steve A1 - Kim,Hyunchul A1 - Yamada,Tetsuya KW - Marketing JA - Winter AMA Marketing Educators’ Conference U2 - c U4 - 2450092033 ID - 2450092033 ER - TY - HEAR T1 - Interpersonal Dependence and Efficiency of Interfirm Exchange: A Cross-National Study of Industrial Distributor ” Supplier Relationships Y1 - 2001 A1 - Kim,Steve KW - Marketing JA - Winter AMA Marketing Educators’ Conference U2 - c U4 - 2450122753 ID - 2450122753 ER - TY - HEAR T1 - A Model of Self-Enforcing Agreement Use in Business-to-Business Exchange Relationships Y1 - 2001 A1 - Kim,Steve A1 - Stump,Rodney L. A1 - Joshi,Ashwin KW - Marketing JA - IMP conference on Industrial Marketing CY - Bergen, Norway U2 - c U4 - 2450108417 ID - 2450108417 ER - TY - HEAR T1 - A Cross-national Comparative Study on Interdependence Structure and Distributor Attitudes: Industrial Product Channels in the United States and Japan Y1 - 2000 A1 - Kim,Steve KW - Marketing JA - AMA Winter Marketing Educators’ Conference CY - San Antonio, TX U2 - c U4 - 2450161665 ID - 2450161665 ER -