Channel Governance Mechanisms: When are Outcome Based Channel Incentives Most Effective in the High-Tech Industry?
Tijmen Struijk
ISBN 10: 3659909645 ISBN 13: 9783659909641
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As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: “How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program)?” The sub-question of this thesis is: “How do different types of organizational culture of the supplier company affect the relationship between outcome based contracts and the firm performance?” The research has found no significant effects regarding these hypotheses. The academic relevance of this paper lies in the perspective of this research. Where prior literature has focused mainly on the reseller side of the relationship, this thesis looks at the suppliers’ end. This paper is valuable to managers since it provides a new methodology for examining competitor’s organizational culture, and its results have revealed potential opportunities in the industry.
About the Author: Tijmen J.H. Struijk M.Sc is a graduate from the Vrije Universiteit in Amsterdam, The Netherlands. His field of interest includes channel incentive mechanisms, especially the drivers for channel partners to boost performance.
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Title: Channel Governance Mechanisms: When are ...
Publisher: LAP LAMBERT Academic Publishing
Publication Date: 2016
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Channel Governance Mechanisms | When are Outcome Based Channel Incentives Most Effective in the High-Tech Industry?
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Taschenbuch. Condition: Neu. Channel Governance Mechanisms | When are Outcome Based Channel Incentives Most Effective in the High-Tech Industry? | Tijmen Struijk | Taschenbuch | 72 S. | Englisch | 2016 | LAP LAMBERT Academic Publishing | EAN 9783659909641 | Verantwortliche Person für die EU: preigu GmbH & Co. KG, Lengericher Landstr. 19, 49078 Osnabrück, mail[at]preigu[dot]de | Anbieter: preigu. Seller Inventory # 103663124
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Condition: New. Dieser Artikel ist ein Print on Demand Artikel und wird nach Ihrer Bestellung fuer Sie gedruckt. Autor/Autorin: Struijk TijmenTijmen J.H. Struijk M.Sc is a graduate from the Vrije Universiteit in Amsterdam, The Netherlands. His field of interest includes channel incentive mechanisms, especially the drivers for channel partners to boost perform. Seller Inventory # 158877712
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Taschenbuch. Condition: Neu. Neuware -As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: 'How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program) ' The sub-question of this thesis is: 'How do different types of organizational culture of the supplier company affect the relationship between outcome based contracts and the firm performance ' The research has found no significant effects regarding these hypotheses. The academic relevance of this paper lies in the perspective of this research. Where prior literature has focused mainly on the reseller side of the relationship, this thesis looks at the suppliers' end. This paper is valuable to managers since it provides a new methodology for examining competitor's organizational culture, and its results have revealed potential opportunities in the industry. 72 pp. Englisch. Seller Inventory # 9783659909641
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Channel Governance Mechanisms : When are Outcome Based Channel Incentives Most Effective in the High-Tech Industry?
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LAP LAMBERT Academic Publishing, 2016
ISBN 10: 3659909645
ISBN 13: 9783659909641
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Taschenbuch. Condition: Neu. nach der Bestellung gedruckt Neuware - Printed after ordering - As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: 'How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program) ' The sub-question of this thesis is: 'How do different types of organizational culture of the supplier company affect the relationship between outcome based contracts and the firm performance ' The research has found no significant effects regarding these hypotheses. The academic relevance of this paper lies in the perspective of this research. Where prior literature has focused mainly on the reseller side of the relationship, this thesis looks at the suppliers' end. This paper is valuable to managers since it provides a new methodology for examining competitor's organizational culture, and its results have revealed potential opportunities in the industry. Seller Inventory # 9783659909641
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Channel Governance Mechanisms
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Taschenbuch. Condition: Neu. This item is printed on demand - Print on Demand Titel. Neuware -As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: 'How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program) ' The sub-question of this thesis is: 'How do different types of organizational culture of the supplier company affect the relationship between outcome based contracts and the firm performance ' The research has found no significant effects regarding these hypotheses. The academic relevance of this paper lies in the perspective of this research. Where prior literature has focused mainly on the reseller side of the relationship, this thesis looks at the suppliers' end. This paper is valuable to managers since it provides a new methodology for examining competitor's organizational culture, and its results have revealed potential opportunities in the industry.VDM Verlag, Dudweiler Landstraße 99, 66123 Saarbrücken 72 pp. Englisch. Seller Inventory # 9783659909641
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Channel Governance Mechanisms
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Taschenbuch. Condition: Neu. This item is printed on demand - it takes 3-4 days longer - Neuware -As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: 'How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program) ' The sub-question of this thesis is: 'How do different types of organizational culture of the supplier company affect the relationship between outcome based contracts and the firm performance ' The research has found no significant effects regarding these hypotheses. The academic relevance of this paper lies in the perspective of this research. Where prior literature has focused mainly on the reseller side of the relationship, this thesis looks at the suppliers' end. This paper is valuable to managers since it provides a new methodology for examining competitor's organizational culture, and its results have revealed potential opportunities in the industry. 72 pp. Englisch. Seller Inventory # 9783659909641
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