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Export Reference (APA) 
Crespo de Carvalho, J. & Sequeira, L. (2013). Buyer-seller conflict and cooperation in marketing channels: port wine distribution. International Journal of Wine Reasearch. 5 (1), 9-21
Export Reference (IEEE) 
J. L. Carvalho and L. Sequeira,  "Buyer-seller conflict and cooperation in marketing channels: port wine distribution", in Int. Journal of Wine Reasearch, vol. 5, no. 1, pp. 9-21, 2013
Export BibTeX 
@article{carvalho2013_1716136350488,
	author = "Crespo de Carvalho, J. and Sequeira, L.",
	title = "Buyer-seller conflict and cooperation in marketing channels: port wine distribution",
	journal = "International Journal of Wine Reasearch",
	year = "2013",
	volume = "5",
	number = "1",
	doi = "10.2147/IJWR.S43152",
	pages = "9-21",
	url = "https://www.dovepress.com/getfile.php?fileID=15694"
}
Export RIS 
TY  - JOUR
TI  - Buyer-seller conflict and cooperation in marketing channels: port wine distribution
T2  - International Journal of Wine Reasearch
VL  - 5
IS  - 1
AU  - Crespo de Carvalho, J.
AU  - Sequeira, L.
PY  - 2013
SP  - 9-21
SN  - 1179-1403
DO  - 10.2147/IJWR.S43152
UR  - https://www.dovepress.com/getfile.php?fileID=15694
AB  - The main purpose of this study is to research buyer-seller conflict and cooperation in distribution channels. Based on a multidimensional case study, eight research hypotheses were formulated. Some quantitative research was conducted, based on a questionnaire sent to 101 port wine producers and distribution companies (61 answered properly – 31 producers and 29 distributors – which gave the authors a 60% rate of response, considered to be very good for these types of studies; those 101 port wine producers and distributors initially chosen were the most important in Europe, considering the volume of production and sales, and constituting, for that reason, a convenience sample). A binary probit model was developed to analyze the data. The results of the study demonstrate that when conflict is ongoing and intense it prevents the development of cooperative relationships. A trustworthy company is more likely to solve conflicts. When trust and adaptation capabilities increase, so does potential cooperation. The results also show that the presence of a foreign sales representative in the team does not exert a negative influence on cooperation. Finally, cooperation can be considered as an important means of developing skills and resources, which can then be applied to existing transaction relationships.

ER  -