Table of contents
The Impact of Environmental/ Situational Forces on Industrial Channel Management
John F. GaskiBuilding on the recently developed Achrol‐Reve‐Stern framework forthe analysis of the marketing channel environment, this article examinesthe relationships between a number of…
Perceptions of Wholesaler Functional Role Prescriptions in Marketing Channels
Bert Rosenbloom, Paul R. WarshawThe role concept has been largely ignored in recent marketingchannels literature. The authors address this issue from the wholesalingperspective, conceptualising the wholesaler′s…
The Impact of Logistics on the Demand for Mature Industrial Products
William R. Darden, Grant M. Davis, John OzmentManagers usually dread the prospect of dealing with products in themature stage of their life cycle. At this stage, products become genericin nature leading to little gain from…
The Integration of Marketing Flows in Channels of Distribution
Donald J. Bowersox, Edward A. MorashA long‐standing and important concept in marketing is the existenceof flows in the channel of distribution. Various channel strategiesrelated to flow separation, postponement, and…
Performing Export Tasks in Industrial Channels of Distribution
Daniel C. Bello, Bronislaw J. VerhageThis article examines industrial channel management in aninternational context by analysing whether the industrial firm performsexport functions itself or whether it transfers…
Recruitment, Motivation, Training and Evaluation of Overseas Distributors
David Shipley, David Cook, Eileen BarnettShrewd channel leadership is required to maximise the benefits andto minimise the many potential problems of exporting through independentoverseas distributors. Exporters need to…
A Strategic Paradigm for Predicting Manufacturer‐Reseller Conflict
Allan J. Magrath, Kenneth G. HardyThis article describes a framework for manufacturers to predict thelevel of channel conflict that they will probably experience based onchannel design, channel policies and…
The Role of Trust and Co‐operation in Marketing Channels: A Preliminary Study
Louise C. Young, Ian F. WilkinsonThere exists at present a gap in channel theory on the role ofco‐operation and trust in the functioning of interfirm relationships.These variables have not featured as major…
Dealing with Cheating in Distribution
Kenneth G. Hardy, Allan J. MagrathThis article describes the cheating that occurs among membersvertically aligned in channels of distribution, the reasons behind thisbehaviour, the cost, and the solutions that…
Marketing and Purchasing Strategies in the Distribution Channels of Mid‐range Computers
Malcolm T. Cunningham, T. Roger PyattThis pragmatic research in the marketing of industry‐specialisedcommercial systems operating upon mid‐range computers was carried out inthe United Kingdom during 1987 with the…
Selection and Motivation of Industrial Distributors: A Comparative Analysis
Russell Abratt, Leyland F. PittThis article reviews factors necessitating the application ofeffective selection and motivation criteria when using independentdistributors. It reports findings concerning the…
Industrial Distributors and Small Manufacturers
Susan M. Hill, Keith J. BloisAn investigation of the potentially mutually beneficial roles ofindustrial distributors and new small high‐technology firms; theimpediments to the development of these…
Managing Industrial Middlemen in the Small Technology‐based Firm
Nicole Coviello, Jack Dart, David A. BoagOn‐site interviews were conducted with distribution managers in 20technology‐based manufacturing firms located in Canada. The managerswere asked to indicate the thoroughness with…
ISSN:
0309-0566Online date, start – end:
1967Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Prof. Greg Marshall