Publication Type

Journal Article

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

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

Additional URL

http://doi.org/10.2307/3172573

Included in

Marketing Commons

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