{"id":"https://openalex.org/W1521254971","doi":null,"title":"An investigation into the unintended consequences of downstream channel allowances","display_name":"An investigation into the unintended consequences of downstream channel allowances","publication_year":2010,"publication_date":"2010-01-01","ids":{"openalex":"https://openalex.org/W1521254971","mag":"1521254971"},"language":"en","primary_location":{"id":"pmh:oai:uknowledge.uky.edu:gradschool_diss-1008","doi":null,"is_oa":true,"landing_page_url":"https://uknowledge.uky.edu/gradschool_diss/9","pdf_url":"https://uknowledge.uky.edu/cgi/viewcontent.cgi?article=1008&context=gradschool_diss","source":{"id":"https://openalex.org/S4306402623","display_name":"UKnowledge (University of Kentucky)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I143302722","host_organization_name":"University of Kentucky","host_organization_lineage":["https://openalex.org/I143302722"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"University of Kentucky Doctoral Dissertations","raw_type":"text"},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://uknowledge.uky.edu/cgi/viewcontent.cgi?article=1008&context=gradschool_diss","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5003010901","display_name":"William J. Rowe","orcid":"https://orcid.org/0009-0002-6949-2384","observed_orcids":["https://orcid.org/0009-0002-6949-2384","https://orcid.org/0000-0003-4198-3173"]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"William J. Rowe","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0003-4198-3173","affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5003010901"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":true,"cited_by_count":0,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9848999977111816,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9848999977111816,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.0071000000461936,"subfield":{"id":"https://openalex.org/subfields/1803","display_name":"Management Science and Operations Research"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.0027000000700354576,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/consumer-perception","display_name":"consumer perception","score":0.7260000109672546},{"id":"https://openalex.org/keywords/b2b-sales","display_name":"B2B sales","score":0.652999997138977},{"id":"https://openalex.org/keywords/cognitive-evaluation-theory","display_name":"cognitive evaluation theory","score":0.8799999952316284},{"id":"https://openalex.org/keywords/salesperson-incentives","display_name":"salesperson incentives","score":0.3919999897480011}],"concepts":[{"id":"https://openalex.org/C2776207758","wikidata":"https://www.wikidata.org/wiki/Q5303302","display_name":"Downstream (manufacturing)","level":2,"score":0.7140502333641052},{"id":"https://openalex.org/C2776889888","wikidata":"https://www.wikidata.org/wiki/Q1135789","display_name":"Unintended consequences","level":2,"score":0.5362386703491211},{"id":"https://openalex.org/C127162648","wikidata":"https://www.wikidata.org/wiki/Q16858953","display_name":"Channel (broadcasting)","level":2,"score":0.49025943875312805},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.3536182641983032},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.2855285406112671},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.27102160453796387},{"id":"https://openalex.org/C76155785","wikidata":"https://www.wikidata.org/wiki/Q418","display_name":"Telecommunications","level":1,"score":0.14887645840644836},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.12425893545150757},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.1027505099773407}],"mesh":[],"locations_count":3,"locations":[{"id":"pmh:oai:uknowledge.uky.edu:gradschool_diss-1008","doi":null,"is_oa":true,"landing_page_url":"https://uknowledge.uky.edu/gradschool_diss/9","pdf_url":"https://uknowledge.uky.edu/cgi/viewcontent.cgi?article=1008&context=gradschool_diss","source":{"id":"https://openalex.org/S4306402623","display_name":"UKnowledge (University of Kentucky)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I143302722","host_organization_name":"University of Kentucky","host_organization_lineage":["https://openalex.org/I143302722"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"University of Kentucky Doctoral Dissertations","raw_type":"text"},{"id":"pmh:oai:CiteSeerX.psu:10.1.1.673.1520","doi":null,"is_oa":false,"landing_page_url":"http://citeseerx.ist.psu.edu/viewdoc/summary?doi=10.1.1.673.1520","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"http://uknowledge.uky.edu/cgi/viewcontent.cgi?article%3D1008%26context%3Dgradschool_diss","raw_type":"text"},{"id":"mag:1521254971","doi":null,"is_oa":false,"landing_page_url":"https://uknowledge.uky.edu/cgi/viewcontent.cgi?article=1008&context=gradschool_diss","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":{"id":"pmh:oai:uknowledge.uky.edu:gradschool_diss-1008","doi":null,"is_oa":true,"landing_page_url":"https://uknowledge.uky.edu/gradschool_diss/9","pdf_url":"https://uknowledge.uky.edu/cgi/viewcontent.cgi?article=1008&context=gradschool_diss","source":{"id":"https://openalex.org/S4306402623","display_name":"UKnowledge (University of Kentucky)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I143302722","host_organization_name":"University of Kentucky","host_organization_lineage":["https://openalex.org/I143302722"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"University of Kentucky Doctoral Dissertations","raw_type":"text"},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W1521254971.pdf","grobid_xml":"https://content.openalex.org/works/W1521254971.grobid-xml"},"referenced_works_count":65,"referenced_works":["https://openalex.org/W17808199","https://openalex.org/W138908763","https://openalex.org/W261870010","https://openalex.org/W1505788006","https://openalex.org/W1515121790","https://openalex.org/W1932216931","https://openalex.org/W1964952730","https://openalex.org/W1967441032","https://openalex.org/W1969180926","https://openalex.org/W1982412979","https://openalex.org/W1988966874","https://openalex.org/W1991623719","https://openalex.org/W1991670833","https://openalex.org/W1995687919","https://openalex.org/W2001796988","https://openalex.org/W2007559728","https://openalex.org/W2009049745","https://openalex.org/W2009527024","https://openalex.org/W2015993783","https://openalex.org/W2017143710","https://openalex.org/W2018364116","https://openalex.org/W2024990905","https://openalex.org/W2027592654","https://openalex.org/W2030715908","https://openalex.org/W2037163164","https://openalex.org/W2038282856","https://openalex.org/W2039130090","https://openalex.org/W2040780635","https://openalex.org/W2064594565","https://openalex.org/W2068485562","https://openalex.org/W2068828493","https://openalex.org/W2072970712","https://openalex.org/W2076155029","https://openalex.org/W2084065817","https://openalex.org/W2086439396","https://openalex.org/W2087901085","https://openalex.org/W2089433072","https://openalex.org/W2090266480","https://openalex.org/W2093511241","https://openalex.org/W2094629080","https://openalex.org/W2098724756","https://openalex.org/W2099480101","https://openalex.org/W2106096361","https://openalex.org/W2115180880","https://openalex.org/W2115922855","https://openalex.org/W2121346727","https://openalex.org/W2125729085","https://openalex.org/W2127265190","https://openalex.org/W2134884007","https://openalex.org/W2147712568","https://openalex.org/W2154596473","https://openalex.org/W2159306398","https://openalex.org/W2164407319","https://openalex.org/W2170109944","https://openalex.org/W2174255371","https://openalex.org/W2322324549","https://openalex.org/W2323270124","https://openalex.org/W2330864153","https://openalex.org/W2332861112","https://openalex.org/W2333876356","https://openalex.org/W2335712328","https://openalex.org/W2908813702","https://openalex.org/W2910826115","https://openalex.org/W4235678817","https://openalex.org/W4246191097"],"related_works":["https://openalex.org/W3027008225","https://openalex.org/W2301496426","https://openalex.org/W2789643501","https://openalex.org/W2735257678","https://openalex.org/W4234843131","https://openalex.org/W2153984054","https://openalex.org/W2957752377","https://openalex.org/W4413948527","https://openalex.org/W2887046005","https://openalex.org/W2270974544"],"abstract_inverted_index":{"Downstream":[0],"channel":[1,33,152],"allowances":[2,34],"involve":[3],"the":[4,39,43,57,65,75,80,94,97,113,132,140,149],"practice":[5],"of":[6,17,32,68,82,85,103,139,151],"selling":[7],"firms":[8],"making":[9],"payments":[10],"to":[11,54,93,121],"customers":[12],"in":[13,25,47,78,119,148],"exchange":[14],"for":[15,131,142],"distribution":[16],"a":[18,26,137],"product.":[19],"Such":[20],"transactions":[21],"occur":[22],"most":[23],"frequently":[24],"business-to-business":[27],"exchange.":[28],"Although":[29],"various":[30],"forms":[31],"have":[35],"been":[36],"investigated":[37],"over":[38,88],"past":[40],"three":[41],"decades,":[42],"literature":[44],"is":[45,106,129],"lacking":[46],"guidance":[48],"regarding":[49],"whether":[50],"or":[51],"not,":[52],"and":[53,124,145],"what":[55],"extent,":[56],"salesperson":[58,86,110,125],"should":[59],"control":[60,87,111],"these":[61],"payments.":[62],"Relying":[63],"on":[64,96],"theoretical":[66],"underpinnings":[67],"cognitive":[69],"evaluation":[70],"theory,":[71,143],"this":[72,104],"dissertation":[73],"takes":[74],"initial":[76],"step":[77],"understanding":[79],"effects":[81,118],"customer":[83,122],"perceptions":[84],"allowances,":[89],"with":[90],"special":[91],"attention":[92],"impact":[95],"customer-salesperson":[98],"relationship.":[99],"A":[100],"key":[101],"finding":[102],"study":[105],"that":[107],"high":[108],"perceived":[109],"(from":[112],"customer\u2018s":[114],"perspective)":[115],"has":[116],"moderation":[117],"relation":[120],"loyalty":[123],"performance.":[126],"An":[127],"explanation":[128],"offered":[130],"unexpected":[133],"findings":[134],"followed":[135],"by":[136],"discussion":[138],"implications":[141],"managers,":[144],"future":[146],"research":[147],"area":[150],"allowances.":[153]},"counts_by_year":[],"updated_date":"2026-11-11T12:16:26.678958","created_date":"2016-06-24T00:00:00"}
