Strategy and control in supplier-distributor relationships: an agency perspective

Article Abstract:

A study was conducted to examine the impact of competitive strategies on interorganizational relationships, particularly the relationship between manufacturers and independent distributors of consumer audio products. The study relies on agency theory to formulate hypotheses predicting the proper match between manufacturer strategies and systems of control within distribution channels. Results demonstrate that variation in control relationships can be explained by the demands exerted by the competitive strategies of manufacturers. Differentiators expectedly displayed a highly involved control relationship with their distributors based on close behavior monitoring. Results extend prior studies on the applicability of Porter' typology to different industries.

Household audio and video equipment, Audio and Video Equipment Manufacturing, Consumer Audio Equipment, Consumer electronics industry, Consumer electronics, Audio equipment industry, Audio equipment, Distributors (Commerce), Interorganizational relations

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Strategies for product cannibalism

Article Abstract:

Product cannibalism is a marketing strategy whereby a market leader firm introduces a new product which supersedes and destroys its own bestseller before a rival firm does. The question of when and if product cannibalism is the best strategy for a firm is explored. The payoffs of various superseding product strategies are examined. The problem of whether the leading firm can be expected to invest at least as much as a competitor in innovation is discussed. A leading firm can retain a competitive advantage in innovation by deliberately deciding to forgo being the first-mover into the new market, and developing and then holding its new product until the current bestseller is challenged successfully by the rival product.

Planning, Product management, Product life cycle

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Bridging inter-and intra-firm boundaries: management of supplier involvement in automobile product development

Article Abstract:

Research presented concerns product development in the Japanese automobile industry, focusing on how firms can outperform their competitors by strategic outsourcing. Findings suggest that outsourcing can only be effective with great internal effort and coordination with suppliers.

Japan, Product Development, Statistical Data Included, Models, Automobile industry, Outsourcing

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