Channel collaboration and firm value proposition

Channel collaboration and firm value proposition In recent years, “efficient consumer response” has replaced prior management fads and rules of the competitive landscape in the field of grocery trade. This initiative thrives on creating value for the final customers through an efficient supply chain value system, and simultaneously appropriate value for the channel members involved. However, much of the evidence to date remains anecdotal, and thus, the channel collaboration – value conduct reminds a “black box”. We adopt a capabilities view and a contingency framework is proposed to test the postulated relationships between the key constructs by deploying multi‐country data. Our results indicate a strong positive association between channel collaboration and firm value proposition, and further that the relationship has a contingency specific profile. In managerial terms, business executives must carefully design a match between the strategic channel posture the firm possesses and its value creating and appropriating capability profile in managing collaborative channel relationships. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Retail & Distribution Management Emerald Publishing

Channel collaboration and firm value proposition

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Publisher
Emerald Publishing
Copyright
Copyright © 2004 Emerald Group Publishing Limited. All rights reserved.
ISSN
0959-0552
DOI
10.1108/09590550410528953
Publisher site
See Article on Publisher Site

Abstract

In recent years, “efficient consumer response” has replaced prior management fads and rules of the competitive landscape in the field of grocery trade. This initiative thrives on creating value for the final customers through an efficient supply chain value system, and simultaneously appropriate value for the channel members involved. However, much of the evidence to date remains anecdotal, and thus, the channel collaboration – value conduct reminds a “black box”. We adopt a capabilities view and a contingency framework is proposed to test the postulated relationships between the key constructs by deploying multi‐country data. Our results indicate a strong positive association between channel collaboration and firm value proposition, and further that the relationship has a contingency specific profile. In managerial terms, business executives must carefully design a match between the strategic channel posture the firm possesses and its value creating and appropriating capability profile in managing collaborative channel relationships.

Journal

International Journal of Retail & Distribution ManagementEmerald Publishing

Published: Apr 1, 2004

Keywords: Channel relationships; Value chain; Customer satisfaction; Retail trade

References

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