An exploratory study of exclusive dealing in channel relationships

Article Abstract:

The channel literature has paid little attention to issues related to exclusive dealing governance arrangements. Consequently, there is only limited knowledge about how exclusive dealing impacts various channel processes and outcomes. This gap is especially regrettable since exclusive dealing, in addition to being one of the most common-place governance formats within the distribution channels, is also one of the best exemplars of viable unilateral governance formats. In this initial investigation, the authors explore the linkages among the constructs of exclusive dealing, relationalism, communication, and performance. Empirical data for the study were drawn from the photocopier industry. (Reprinted by permission of the publisher.)

Photographic equipment and supplies, Photocopy Equipment, Photographic and Photocopying Equipment Manufacturing, Office equipment and supplies industry, Office equipment industry, Exclusive dealing agreements, Interorganizational relations

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Relationship marketing and distribution channels

Article 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. (Reprinted by permission of the publisher.)

Marketing management

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Physical distribution service: a fundamental marketing concept?

Article Abstract:

This article contends that current discussion and research into the role of physical distribution service in the marketing mix are hampered by a lack of consistent definition of the concept of physical distribution service and its component dimensions. In order to clarify this concept, prerequisites for a theoretically meaningful understanding of physical distribution service are presented and supported by an integrative literature review. The implications of this undertaking are also discussed. (Reprinted by permission of the publisher.)

Distribution of goods, Distribution (Commerce)

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