Title: A study on the impact of various dimensions of conflict in channel relationship and performance

Authors: A. Ameer Hussain; Biranchi Narayan Swar; Rumna Bhattacharyya

Addresses: Acharya Institute of Graduate Studies, Acharya Doctor Sarvepalli Radhakrishnan Road, Soladevanahalli, Bengaluru, Karnataka 560107, India ' Symbiosis Institute of Business Management (SIBM), Plot No. 95/1, 95/2, Electronics City Phase 1, Hosur Road, Bengaluru, Karnataka 560100, India ' ICFAI University Jharkhand, Plot # 2065, Simalia, Near Daladali Chowk, Ranchi – 835222, Jharkhand, India

Abstract: The purpose of the paper is to give overall dimensions of conflict including type of conflict, internal environment of conflict and magnitude of conflict which determines whether a particular conflict is a functional conflict or dysfunctional conflict by analysing its impact on channel work relationship and channel. Telephonic and e-mail survey was conducted among 210 industrial pump distributors across the country to measure different variables. Based on structural educational modelling (SEM), analysis was done to find the inter relationship between various dimensions of conflict and it effect on the channel output. The outcome of the study concludes that among all the dimensions of conflict, cognitive conflict has the highest positive impact on the work relationship satisfaction, followed by magnitude of conflict. We recommend to the senior managers of both the manufacturer and distributor to have cognitive conflict with less magnitude so that it can be functional conflict.

Keywords: channel management; conflict management; work relationship; channel performance.

DOI: 10.1504/IJPSPM.2019.101066

International Journal of Public Sector Performance Management, 2019 Vol.5 No.3/4, pp.351 - 369

Received: 15 Feb 2018
Accepted: 30 Jul 2018

Published online: 05 Jul 2019 *

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