..., dysfunctional conflict, channel cohesion, channel innovation capability, network density and network centrality. Findings The empirical results revealed that functional conflict can arouse channel cohesion and that distributor network density and centrality positively moderates this relationship...

... between manufacturers and distributors; second, detailed contracts, in turn, declines channel conflict; and third, network centrality will weaken the positive influence of network density on detailed contracts. In addition, an ex post analysis finds that detailed contracts play a negative mediating role...

.../approach The study developed a framework incorporating five key variables: strength of ties, network benefits, network density, sales effectiveness and sales revenue. The framework was tested using data from insurance companies in China. Findings Process regression and stepwise regression results...