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Relationship marketing and distribution channels

Relationship marketing and distribution channels The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power to relationships between independent firms involving contractual and normative control mechanisms. In this article, we identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of the Academy of Marketing Science Springer Journals

Relationship marketing and distribution channels

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References (118)

Publisher
Springer Journals
Copyright
Copyright © Academy of Marketing Science 1995
ISSN
0092-0703
eISSN
1552-7824
DOI
10.1177/009207039502300411
Publisher site
See Article on Publisher Site

Abstract

The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power to relationships between independent firms involving contractual and normative control mechanisms. In this article, we identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships.

Journal

Journal of the Academy of Marketing ScienceSpringer Journals

Published: Sep 1, 1995

Keywords: Distribution Channel; Contractual Term; Channel Member; Channel Management; Market Science Fall

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