Factors Affecting Channel Conflict in Multi-dimensional Distribution System of Total Automotive Lubricants in Addis Ababa Market
| dc.contributor.advisor | Workneh, Kassa (PhD) | |
| dc.contributor.author | Atnafu, Abay | |
| dc.date.accessioned | 2019-10-22T14:33:44Z | |
| dc.date.accessioned | 2023-11-19T09:07:55Z | |
| dc.date.available | 2019-10-22T14:33:44Z | |
| dc.date.available | 2023-11-19T09:07:55Z | |
| dc.date.issued | 2019-06 | |
| dc.description.abstract | One of the most effective ways to achieve a sustainable competitive advantage is through implementing an effective marketing channel strategy. It is perhaps the most complex and demanding of all marketing mix alternatives in distribution system. To the contrary conflict is considered inevitable in the distribution system because of conflicting goals and other incompatibilities between distributions members. Channel Conflicts arising from goal incompatibility, ambiguous roles and perception difference and communication barriers are mainly due to change in construct of trust between the channel members. The purpose of this study is to assess the impact of change due to construct of trust on channel conflict within multi-dimensional distribution channel of TOTAL automotive lubricants in Addis Ababa market. The study applied an explanatory research design and quantitative approach with a sample size of 305 respondents selected out of population of 757.The findings indicated that variables such as goal incompatibility; roll ambiguity and perception difference have significant positive impact on channel conflict in multi-dimensional distribution channel of automotive lubricants markets in Addis Ababa. The finding also revealed that the relationship between communication barriers and dependence of intermediaries on company has positive but week impact for the contribution of channel conflict. The result of regression analysis showed goal incompatibility, roll ambiguity, and perception difference were significant predictors of channel conflict. The researcher recommends therefore, since the model could only explain 48.6% in variance of the channel conflict within the distribution channel of TOTAL automotive lubricant market in Addis Ababa and hence further study has to be carried out comprising of other factors which were not part of model of this research. It is recommended that the company should focus on insuring the compatibility of goals of the company and its distributors work on reduction of roll ambiguity, perception deference, communication barriers to avoid or reduce channel conflict in automotive lubricant market. | en_US |
| dc.identifier.uri | http://etd.aau.edu.et/handle/12345678/19599 | |
| dc.language.iso | en_US | en_US |
| dc.publisher | Addis Ababa University | en_US |
| dc.subject | Channel conflict | en_US |
| dc.subject | Channel of distribution | en_US |
| dc.subject | Marketing channels | en_US |
| dc.title | Factors Affecting Channel Conflict in Multi-dimensional Distribution System of Total Automotive Lubricants in Addis Ababa Market | en_US |
| dc.type | Thesis | en_US |