Selection of an Effective Channel Control Mix

Etgar, Michael; Cadotte, Ernest R.; Robinson, Larry M.

doi:10.2307/1250534

Cited by 89 publications

(30 citation statements)

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“…Results in the West are inconsistent, so that assistances relate negatively, or partially so, to power (El-Ansary and Stern 1972;Hunt and Nevin 1974;Lusch and Brown 1982), are insignificant (Brown et al 1995a;Wilkinson 1981) or relate directly (Etgar 1976). However, Etgar (1978) found this positive relationship to hold only for economic assistances.…”

Section: Powermentioning

confidence: 89%

“…This concern has an impact on consideration of the second measurement technique. Etgar (1978) sought to bring greater sophistication to the measurement of assistances and argued that reward and coercion, as economic power bases, would differ in their effects from the remaining three, non-economic bases. While Etgar (1978) found different effects upon power (see below), the classification of assistances measured appears somewhat arbitrary.…”

Section: The Single Sources-of-power Scorementioning

confidence: 99%

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Power‐base Research in Marketing Channels: A Narrative Review

Hopkinson

Blois

2013

Int J Management Reviews

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This paper provides a contemporary and comprehensive review of work in the marketing channel field that is based on French and Raven's power‐base theory. It traces the development of theoretic, conceptual and methodological orthodoxies from the 1970s. Mirroring the movement towards the relationship marketing paradigm, the paper considers the theory's empirical contribution to knowledge of power, conflict, trust and commitment in marketing channels. Limitations relating to inconsistency of treatment, contradictory findings and the simplification of complex phenomena are identified. Nevertheless, current work extends power‐base theory to other cultures, other styles of research and to the area of supply chains. The review raises questions about the value of contribution made using this theory and notes the surprising absence within the channels literature of the broader, current debate about power. To illustrate, the paper shows how Clegg's (1989. Frameworks of Power. London: Sage) circuits of power framework, if applied to channel contexts, could address forms of power that are invisible, anonymous and not necessarily negative. Applications and methods are discussed, opening a space wherein a broadened understanding of power is integrated within a focus upon cooperative channels.

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Section: Powermentioning

confidence: 89%

Section: The Single Sources-of-power Scorementioning

confidence: 99%

Power‐base Research in Marketing Channels: A Narrative Review

Hopkinson

Blois

2013

Int J Management Reviews

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“…In this paper we present a model that captures the source of conflict and assumes the manufacturer to be the leader or have the power (Beier and Stern 1969) to get retailers to cooperate and increase their current service level after offering a monetary incentive. Etgar (1978) found that power employed by manufacturers based on economic rewards provided a higher degree of control over the channel members (defined as compliance received from other members) than power.…”

Section: Literature Reviewmentioning

confidence: 99%

“…In marketing theory, the coordination problem is related to the issue of channel choice. Members of a channel of distribution have opportunities when central control of intra-channel activities leads to enhanced channel productivity, increased throughput and/or lower costs (Eliashberg and Steinberg 1987;Mcguire and Staelin 1983;Etgar 1978;Stern 1971). Both economics and marketing analyses of the distribution problem usually do not consider the operational procedures involved in managing transactions between levels (e.g., sourcing, production and inventory), although such multi-tier factors can affect the optimal structure of supply chain systems substantially.…”

Section: Introductionmentioning

confidence: 99%

A Negotiation Model for Inducing Higher Service in a Distribution Channel

2008

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This paper analyzes, in the context of negotiation, the problem of coordination and conflict resolution between the manufacturer (Seller) and the retailers (Buyers) for a two-tier inventory system. The retailers capture demand (from customers) and therefore are responsible for the level of service offered by the system. The larger the inventory that a retailer has of a particular product, the lower the probability of running out of stock and therefore, avoid the possibility of a lost sale for the manufacturer. A conflict arises (and therefore the negotiation process starts) when the manufacturer wants the retailer to increase the level of service while retailers are satisfied with the status quo. Using the Nash bargaining solution, we develop a theoretical framework that incorporates behavioral dimensions and predicts the outcome of "sharing" the profit. The results indicate the advantage of developing long term relationships among the members of the distribution channel to minimize the uncertainty and therefore the source of conflict.

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“…EI-Ansary (1974) relaxes some assumptions of Bucklin (1973) and points out that the balanced point of channel power is the interactive result of the channel members. Etgar (1978) empirically suggests a channel control mix aiming for a proper and efficient design of channel control tools for leaders. Nevertheless, the above literature has not explicitly compared the efficacy of different supply chain structures, especially a dual-channel with one common retailer channel and two exclusive retailers' channel, with and without coordination.…”

Section: Introductionmentioning

confidence: 99%

Structure selection and coordination in dual-channel supply chains

Cai

Xiao

et al. 2015

JIEM

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Abstract:Purpose: This paper investigates the influence of channel structures and channel coordination on the supplier, the retailer, and the entire supply chain in the context of two different kinds of marketing models: the common retailer and the exclusive shop.Design/methodology/approach: With suppliers who manufacture the alternative commodities and retailers in the dual-channel supply chains as the object of the research, this paper compares suppliers' profits, consumer utility without coordination and contrasts suppliers' and retailers' profits with coordination to determine the range of the revenue sharing rates and which parameters are related.

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Selection of an Effective Channel Control Mix

Cited by 89 publications

References 0 publications

Power‐base Research in Marketing Channels: A Narrative Review

Power‐base Research in Marketing Channels: A Narrative Review

A Negotiation Model for Inducing Higher Service in a Distribution Channel

Structure selection and coordination in dual-channel supply chains

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