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- W2016485262 abstract "Abstract Using three of Macneil's relational norms within the context of the Indian buyer-seller (channel members) relationships, this study empirically examines the relationship between relational norms and different organization goal orientations (that of the manufacturer/ marketer). The results indicate that Indian firms' orientation towards profitability is associated with their orientation towards market share and growth rate. Interestingly the orientations towards the goals of market share, growth rate, and sales volume are strongly associated with one another. As regards the association between the goal orientation and relational norms, the feeling of trust, expectation of future cooperation and long-term relational perspective, captured in solidarity and mutuality, are strongly associated with tangible goal orientation. On the other hand, the norm of role integrity capturing the complexity aspect of relational norm is not associated with the tangible goal orientations." @default.
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- W2016485262 date "2002-07-31" @default.
- W2016485262 modified "2023-09-26" @default.
- W2016485262 title "Relational Norms and Goal Orientation in the Indian Market" @default.
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- W2016485262 doi "https://doi.org/10.1300/j046v15n01_04" @default.
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