International Journal of Physical Distribution & Logistics Management

Bruce Mallen

1996 International Journal of Physical Distribution & Logistics Management

doi: 10.1108/09600039610757674

Explores the options available to a distributor in terms of the suitability of a channel of distribution with regard to the company′s product market characteristics. Presents guidelines for the construction of a channel‐selection procedure.

Leonard Magrill

1996 International Journal of Physical Distribution & Logistics Management

doi: 10.1108/09600039610757683

Investigates how the acceptance of the total distribution concept can affect the theory of marketing channels and provide new insights for marketing management.

I.F. Wilkinson

1996 International Journal of Physical Distribution & Logistics Management

doi: 10.1108/09600039610757692

Deals with the nature and importance of power relations between firms in distribution channels. Discusses the role of power in channel systems and considers factors which affect the use of power and those which determine the results of such use. Summarizes several implications from the analysis of interfirms management.

Bruce Mallen

1996 International Journal of Physical Distribution & Logistics Management

doi: 10.1108/09600039610757700

Provides an overview and organization of the literature which deals with the interaction of economic development and marketing channel structure. This interaction is a topic worthy of serious study for at least the following reasons: it generates descriptions of actual channels that exist at present in different countries (such descriptions could be of great use to international marketers); it provides insight into the determinants of channel structure in different countries at different levels of economic development and thus helps to explain the nature of channels and how present channels came to have the structures that they do (generalizations may then be developed which will aid in the prediction of changes and directions that channel structure will take in specific areas and nations ‐ this is of use for both managerial and social purposes); it could provide insight into how macro‐channel structure strategy could be used as a tool in economic development.

Lynn E. Gill; Robert P. Allerheiligen

1996 International Journal of Physical Distribution & Logistics Management

doi: 10.1108/09600039610757719

Discusses historical distribution systems and the organization of marketing systems. Focuses on co‐operation and illustrates how easy it is to accomplish, and that it is often first implemented in the area of physical distribution.

John F. Gaski

1996 International Journal of Physical Distribution & Logistics Management

doi: 10.1108/09600039610757728

Reviews measurement of power and associated problems. Reports on a study to validate the number of power measures. Aims to achieve a better measure of interorganizational power in distribution channels.

Jule B. Gassenheimer; Jay U. Sterling; Robert A. Robicheaux

1996 International Journal of Physical Distribution & Logistics Management

doi: 10.1108/09600039610116521

Assesses the impact of dependency, behaviour and performance on long‐term channel member relationships. Develops a model which incorporates supplier performance and behaviour in an interactive process with dealers. Determines the impact of manufacturers’ actions on dealer satisfaction.