Aims to discuss virgin ground in marketing — channel exploitation. Briefly reviews the role of power in channel conflict and public policy recommendations are made. Discusses…
Abstract
Aims to discuss virgin ground in marketing — channel exploitation. Briefly reviews the role of power in channel conflict and public policy recommendations are made. Discusses channel conflict and gives thoughts on how to resolve it with three proposed solutions. Pinpoints Galbraith's power concepts of countervailing power which asserts most markets start as competitive. Explains though, that competition is not required for regulatory purposes, as countervailing power will usually exist, especially in retail goods. Looks at franchising and potential areas of exploitation and closes with public policy recommendations that have the advantage of being in the interest of both small business and consumers.
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Examines a number of features of the power and influence structures of distribution channels. Discusses a number of dimensions of the distribution of power and influence in…
Abstract
Examines a number of features of the power and influence structures of distribution channels. Discusses a number of dimensions of the distribution of power and influence in channel systems. Looks at the relationship between the power and influence structure of a channel and channel functioning. Considers the need for a channel leader or centre of influence. Suggests that “how” a leadership is exercised and not by “whom” is more crucial, a better alternative being a “democratic” leadership.
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Spotlights the US passenger automobile market and the effect that foreign manufacturers have, by changing two elements of the marketing mix – the introduction of compact economy…
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Spotlights the US passenger automobile market and the effect that foreign manufacturers have, by changing two elements of the marketing mix – the introduction of compact economy cars into the market plus the low initial price. Focuses on foreign auto manufacturers who have penetrated the US market with varying degrees of success. Aims to assess the control that a foreign automobile manufacturer exerts over his US affiliate and the affiliate's control over the remaining members of the channel of distribution. Examines data and method and discusses the findings which involve Volkswagen, Nissan and Volvo, and also Fiat, Mercedes‐Benz and Aston Martin. Investigates the various types of control these countries have over their staff. Concludes that US affiliates of foreign automobile manufacturers, both successful and unsuccessful, operate with a substantial degree of independence from their parent companies and successful affiliates. Concludes that US affiliates of foreign automobile manufacturers, both successful and unsuccessful, operate with a substantial degree of independence from their parent companies and successful affiliates exercise a major degree of control over dealers, which raises the sales of both the dealers and the company.
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Channels of distribution are basic to the marketing strategies of firms, and have been shown to be a key element in the marketing mix. The author here undertakes a comprehensive…
Abstract
Channels of distribution are basic to the marketing strategies of firms, and have been shown to be a key element in the marketing mix. The author here undertakes a comprehensive review of channels literature, primarily to identify and assess the adequacy of the various mainstream conceptual schemes which have emerged. Economic‐based arguments have largely been at the core of channels literature, although these have been partially offset by the concepts of the organisational and behavioural schools. The author concludes that whereas every conceptual approach reviewed has added something to our cumulative knowledge, no single approach has yet reached a point of adequate conceptualisation based on his own basic criteria. As yet channels literature is mainly descriptive, and has virtually no predictive power.
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Robert H. Ross and Robert F. Lusch
Brokers must realise that the promotional and logistical services they provide wholesalers help to determine the wholesaler's satisfaction with them. Although the results of the…
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Brokers must realise that the promotional and logistical services they provide wholesalers help to determine the wholesaler's satisfaction with them. Although the results of the research presented in this article clearly show that high quality performance of both types of services is important, logistical services play a more important role in determining wholesaler satisfaction. Consequently, manufacturers must realise that brokers are an important link in the physical distribution channel and can help deliver high customer satisfaction via superior physical distribution service.
Annamma Joy, Chankon Kim and Michel Laroche
Using an index of English‐French Canadian ethnicity developed onthe basis of language use in various social communication situations,this study investigates the relationship…
Abstract
Using an index of English‐French Canadian ethnicity developed on the basis of language use in various social communication situations, this study investigates the relationship between ethnicity and use (ownership) of several financial services. A significant result is found in all cases even after removing the effects of income, family life cycle and size.
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What is the best place for a speculative inventory in a marketing channel? Here is a theoretical analysis.
Suggests that rapid rise of energy costs and worldwide inflation have altered pricing decisions importance. Provides an overview of the marketing literature on pricing — intending…
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Suggests that rapid rise of energy costs and worldwide inflation have altered pricing decisions importance. Provides an overview of the marketing literature on pricing — intending developing a conceptual framework and classification system for different types of pricing strategies in industrial markets. Strives to provide a more comprehensive basis for developing industrial pricing strategies in addition to earmarking the most relevant marketers' needs. Sectionalises the article and, in the first part, explores existing literature; the second part develops a taxonomy of purchasing situations. Closes by linking the pricing topics, identified previously, to the different purchasing situations. Lists, by topic, the articles used and these are in the Appendix to enable quick reference to potential users. Employs tables for extra emphasis to aid in explanation along with 2 Appendixes.
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The purpose of this paper is to provide an overview and organisation of the literature which deals with the interaction of economic development and marketing channel structure…
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The purpose of this paper is to provide an overview and organisation of the literature which deals with the interaction of economic development and marketing channel structure. The interaction between economic development and the structure of marketing channels is a topic worthy of serious study for at least the following reasons: (1) It generates descriptions of actual channels that exist at present in different countries. Such descriptions could be of great use to international marketers. (2) It provides insight into the determinants of channel structure in different countries at different levels of economic development. It thus helps to explain the nature of channels and how present channels came to have the structures that they do. Generalisations may then be developed which will aid in the prediction of changes and directions that channel structure will take in specific areas and nations. This is of use for both managerial and social purposes. (3) It could provide insight into how macro‐channel structure strategy could be used as a tool in economic development.
The objective of this study is to develop a model for analyzing the relative importance of facilitating and constraining factors that determine changes in the structure of…
Abstract
Purpose
The objective of this study is to develop a model for analyzing the relative importance of facilitating and constraining factors that determine changes in the structure of distribution channels as a country progresses along the path of economic development.
Design/methodology/approach
Data on channel structure were collected on national, regional and municipal levels. The hypotheses in this study were tested by using time series and cross‐sectional data. The ordinary least squares method was used for multiple regression and correlation analyses.
Findings
The most significant findings from the above research are that channel structure is determined by economic development and, to some extent, by government policy. Both of these factors work hand‐in‐hand to affect distribution reform. First, economic development provides the need for more efficient channels, first as more privately‐owned intermediaries enter the distribution system, and later as the number of channel intermediaries contracts, partly stemming from vertical integration and from a shakeout of less efficient enterprises. Second, government policy can be formulated to encourage these developments. In order to promote distribution reform, the government's “open policy”, which allows for market access by foreign firms as well as local ones, should be continued.
Research limitations/implications
More cross‐sectional data for China are needed in order to better analyze the impact of different economic sectors (at different levels of development) on channel evolution. As more data become available, these analyses will be possible.
Originality/value
Very little is known about the factors that shape a nation's channel system. Improvements in distribution systems are crucial to upgrading marketing systems in developing countries. Understanding how improvements in distribution systems contribute to economic development can aid decision makers in developing countries to improve resource allocation. This study has contributed to the theory of channel evolution in developing countries.