The Impact of Environmental/ Situational Forces on Industrial Channel Management

Abstract

Building on the recently developed Achrol‐Reve‐Stern framework for the analysis of the marketing channel environment, this article examines the relationships between a number of environmental circumstances and selected intrachannel phenomena including power, conflict, dealer satisfaction, and performance in an industrial channel setting. The principal finding is that of minimal impact of the environmental conditions studied.

Citation

Gaski, J.F. (1989), "The Impact of Environmental/ Situational Forces on Industrial Channel Management", European Journal of Marketing, Vol. 23 No. 2, pp. 15-30. https://doi.org/10.1108/EUM0000000000543