Publication of Robicheaux, Robert A.
ABOUT THE AUTHOR
Robicheaux, Robert A. is a Professor and Coordinator of marketing and Director of the Hess Institute for Retailing Development at the University of Alabama. He received his Ph.D. in marketing from Louisiana State University. He has published in the areas of marketing channels, retailing, and logistics.
PUBLICATION RECORD
Articles:
Bandyopadhyay, Robicheaux and Hill (1994), “Cross-cultural differences in intrchannel communications: the United States and India”, Journal of International Marketing, 2 (3), 83-100.
Boyle, Dwyer, Robicheaux and Simpson (1992), “Influence strategies in marketing channels: measures and use in different relationship structures”, Journal of Marketing Research, 29 (4), 462-73.
El-Ansary and Robicheaux (1974), “A theory of channel control: revisited”, Journal of Marketing, 38 (1), 2-7.
Gassenheimer, Calantone and Robicheaux (1992), “Interorganizational market exchange: critical issues for strategic market decision analysis”, Journal of Managerial Issues, 4 (1), 46-61.
Gassenheimer, Calantone, Schmitz and Robicheaux (1994), “Models of channel maintenance: what is the weaker party to do?”, Journal of Business Research, 30 (3), 225-36.
Gassenheimer, Sterling and Robicheaux (1989), “Long-term channel member relationships”, International Journal of Physical Distribution and Materials Management, 19 (12), 15-28.
Koh and Robicheaux (1988), “Variations in export performance due to differences in export marketing strategy: implications for industrial marketers”, Journal of Business Research, 17 (3), 249-58.
Richardson and Robicheaux (1992), “Managing distributions as off-balance resources in the American brewing industry”, SAM-Advanced Management Journal, 57 (2), 34-8.
Richardson and Robicheaux (1992), “Supplier’s desire to influence related to perceived use of power and performance”, Journal of Business Research, 25 (3), 243-50.
Robicheaux and Bandyopandhyay (1995), “Working with dealers in India”, Journal of Managerial Issues, 7 (4), 379-402.
Robicheaux and Boya (1989), “Assessment of marketing educators: institutional evaluation versus idealized work-styles”, Journal of Business Research, 19 (4), 277-82.
Robicheaux and Coleman (1994), “The structure of marketing channel relationships”, Journal of the Academy of Marketing Science, 22 (1), 38-51.
Robicheaux and El-Ansary (1977), “A general model for understanding channel member behavior”, Journal of Retailing, 52 (4), 13-30 and 93-4.
Books:
(N.B. Books are listed with categories or names only)ABSTRACT
Robert A. Robicheaux investigates mainly on marketing channels. He has developed measures of influence strategies (ISTs) in marketing channels, a diadic model of channel relationship and some other areas in marketing channels.
He has also proposed a new conceptualization of the structure of marketing channel relationships together with James E. Coleman in 1994. The proposed conceptualization is drawn on the bodies of thoughts on political economy paradigm, transaction cost analysis, and relationship marketing. Relationship structure is defined in terms of decision-making structure and operational integration. The divergent and sometimes confused constructs of channel structure and relationship quality have been more clearly delineated and related to recent empirical efforts in the marketing channel literature.
The model focuses on interfirm dyad exchanges and dimensionalizes the structure of marketing channel relationships. It illustrates the interrelationships between the major categories of political economy antecedent conditions, the relationship structure that develops as a result of these conditions, and the economic and polity performance consequences. The level and interaction of the antecedent conditions jointly determine the relationship structure that is likely to emerge in a particular exchange relationship. This structure, in turn, influences the degree of the various economic and polity performance outputs of the exchange. The degree of economic performance affects the degree of polity performance and vice versa. Since there is no set of channel relationships is static, the degree and character of economic and polity performance variables iteratively affect the degree and interaction of the antecedent conditions. The core concept of the model is channel relationship structure.
This paper is prepared by Mandy W. Chan in 1999.