Publication Type
Journal Article
Version
publishedVersion
Publication Date
5-1992
Abstract
The objective of the authors' study was to develop a reliable and valid scale to assess reseller performance from the perspective of the supplier. To specify the domain of reseller performance, four different conceptualizations of organizational effectiveness were explored, leading to the identification of eight facets of reseller performance. Using data collected on the resellers of two different suppliers, the authors investigated the reliability and validity of three different types of scales-facet, composite, and global. Results indicate that two composite scales, a 5-item global scale, and seven 3-item facet scales have acceptable levels of reliability, construct validity, and generalizability.
Keywords
organizational analysis, marketing channel, measurement error, model, power, scale
Discipline
Marketing
Research Areas
Marketing
Publication
Journal of Marketing Research
Volume
29
Issue
2
First Page
238
Last Page
253
ISSN
0022-2437
Identifier
10.2307/3172573
Publisher
American Marketing Association
Citation
KUMAR, Nirmalya; STERN, Louis W.; and ACHROL, Ravi S..
Assessing reseller performance from the perspective of the supplier. (1992). Journal of Marketing Research. 29, (2), 238-253.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5178
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
https://doi.org/10.2307/3172573