Jakki J. Mohr

TL;DR: It is hypothesized that partnership attributes, communication behavior, and conflict resolution techniques are related to indicators of partnership success (satisfaction and sales volume in the relationship) and the findings offer insight into how to better manage these relationships to ensure success.

TL;DR: A contingency theory is proposed in which communication strategy moderates the impact of channel conditions (structure, climate, and power) on channel outcomes (coordination, satisfaction, commitment, and performance).

TL;DR: In this article, the authors developed a model that addresses the interrelationships of governance and communication and examined the effects of collaborative communication on channel outcomes (the dealer's perceptions of commitment to, satisfaction with, and coordination of activities with a focal manufacturer) across various levels of integration and control.

TL;DR: In this article, the authors propose a governance strategy to constrain the latitude of the decision-making process in exchange relationships, such as integration or control, structure and regulate the conduct of parties in exchange relationship.

TL;DR: The Lexicon of marketing strategic functional tactical defining high technology government-based classifications Common characteristics of high-tech environments: Implications for marketing strategy types of Innovations The Contingency Model for High-Tech marketing framework for high-technology marketing Decisions SUMMARY APPENDIX B Outline for a marketing plan as mentioned in this paper