The impact of value congruence on marketing channel relationship

Jeff Jianfeng Wang, Chuang Zhang

Research output: Contribution to journalArticleResearchpeer-review

23 Citations (Scopus)


Organizational values guide acceptable behavior and provide motivational dynamism. Marketing channel literature has yet to address the impact of values on interfirm exchanges. We propose that value congruence between cooperating firms can be an effective governance method. This research examines the impact of value congruence between manufacturers and their primary distributors. Survey data from 278 manufacturing firms demonstrate that perceived value congruence has a positive effect on distributors' performance. Moreover, information sharing and joint problem solving serve as mechanisms that partially mediate the main effect. This research calls for integration of organizational values into partner selection and marketing channel governance.

Original languageEnglish
Pages (from-to)118-127
Number of pages10
JournalIndustrial Marketing Management
Publication statusPublished - 1 Apr 2017
Externally publishedYes


  • Inter-firm relationships
  • Marketing channel
  • Relational governance
  • Value congruence

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