Journal ArticleDOI
Exclusive dealing without territory exclusivity in multichannel systems: managing channel conflict and driving commitment
Alberto Sa Vinhas,Richard Gibbs +1 more
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In this article, the authors investigate how manufacturers can enhance ED channel outcomes, such as the ED's level of commitment to the relationship, by strategically managing its downstream communication efforts with ED and non-ED channels.Abstract:
The exclusive dealing literature suggests that manufacturers should protect exclusive dealers (ED) from intrabrand competition by assigning exclusive territories (ET). We consider ED systems without ET and investigate how manufacturers can enhance ED channel outcomes, such as the ED’s level of commitment to the relationship, by strategically managing its downstream communication efforts with ED and non-ED channels. We show that these cross-channel communication efforts (i.e., the quality of communication between the manufacturer and non-ED resellers in the ED reseller’s territory) are important drivers of relationship conflict and commitment for ED resellers, while playing a limited role for non-ED resellers. These results underscore the need for manufacturers to understand the perspectives and behaviors of each individual channel within a multichannel system and manage their different distribution channel types as an integrated system. We find support for our hypotheses in a sample of 672 observations corresponding to different ED and non-ED resellers selling a manufacturer’s product-line across several European countries.read more
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Omni-channel management in the new retailing era: A systematic review and future research agenda
Ya Jun Cai,Chris K.Y. Lo +1 more
TL;DR: In this paper, the authors conduct a systematic review by adopting citation network analysis (CNA), which helps identify seven independent and interdependent research domains, which depict (or constitute) a whole picture of omni-channel management.
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Factors influencing consumers' purchase decision-making in O2O business model: Evidence from consumers' overall evaluation
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Impact of power on channel members’ behavior: evidence from India
TL;DR: In this paper, the authors examined the relationship between sources of power and channel members' trust, affective commitment, agent dependence and environmental munificence individually, and examined the interrelationship among coercive, expert, referent, legitimate and reward sources.
References
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