What question did this study set out to answer?

Identify the sociopsychological conditions under which marketing channel members deliberately and purposefully relinquish decision-making control despite possessing the legal latitude to retain it.

November 1, 1985Journal of Marketing Research

A Sociopsychological Explanation for Why Marketing Channel Members Relinquish Control

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Authors

PAPunam AnandColumbia University LSLouis W. SternDurham Technical Community College

Discussion

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Implication

Conceptual analysis uncovers why franchisees willingly relinquish channel control, highlighting attribution theory as a key driver of voluntary concessions despite legal autonomy.

Key Points

Identify the sociopsychological conditions under which marketing channel members deliberately and purposefully relinquish decision-making control despite possessing the legal latitude to retain it.
Applied an attribution theory framework to conceptualize decision-making dynamics within interorganizational marketing channels.
Evaluated governance behaviors specifically focusing on franchisees operating under contractual autonomy.
Attribution theory provides a predictive mechanism for when channel members intentionally surrender operational control to partners.
Channel members voluntarily concede authority when internal evaluations of capability, intent, and contextual factors justify relinquishing legal discretion.

Cite This Study

Anand et al. (1985) studied this question.

synapsesocial.com/papers/6a1902991d64db491ad310eb https://doi.org/10.1177/002224378502200402

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Implication

Conceptual analysis uncovers why franchisees willingly relinquish channel control, highlighting attribution theory as a key driver of voluntary concessions despite legal autonomy.

A Sociopsychological Explanation for Why Marketing Channel Members Relinquish Control

Discussion

Member takes

Implication

Key Points

Cite This Study

A Sociopsychological Explanation for Why Marketing Channel Members Relinquish Control

Discussion

Member takes

Implication

Key Points

Cite This Study

Also Consider

Also Consider