Hardback
Handbook of Research on Distribution Channels
Distribution channels are the most complex element of the marketing mix to fully grasp and to profitably manage. In this Handbook the authors present cutting-edge research on channel management and design from analytical, conceptual, and empirical perspectives. The breadth of this Handbook makes it appropriate for use in a doctoral course on distribution channels, or as a knowledge-broadening resource for faculty and researchers who wish to understand types of channels research that are outside the scope of their own approach to distribution.
More Information
Critical Acclaim
Contributors
Contents
More Information
Distribution channels are the most complex element of the marketing mix to fully grasp and to profitably manage. In this Handbook the authors present cutting-edge research on channel management and design from analytical, conceptual, and empirical perspectives.
The ultimate objective of this Handbook is a comprehensive theory of distribution channels for scholars presented in enlightened surveys of the literature to tightly reasoned investigations. Channel management topics include value creation, interorganizational knowledge transfer, contract design, governance and control, and relationship management. Channel design topics encompass coordination, supply-chain management, price vs. quantity competition, channel breadth, franchising, resale price maintenance, and bricks-and-mortar vs. online retailer competition. The book concludes with a sketch of a Comprehensive Theory of Distribution Channels meant to incorporate and extend current thinking.
The breadth of this Handbook makes it appropriate for use in a doctoral course on distribution channels, or as a knowledge-broadening resource for faculty and researchers who wish to understand types of channels research that are outside the scope of their own approach to distribution.
The ultimate objective of this Handbook is a comprehensive theory of distribution channels for scholars presented in enlightened surveys of the literature to tightly reasoned investigations. Channel management topics include value creation, interorganizational knowledge transfer, contract design, governance and control, and relationship management. Channel design topics encompass coordination, supply-chain management, price vs. quantity competition, channel breadth, franchising, resale price maintenance, and bricks-and-mortar vs. online retailer competition. The book concludes with a sketch of a Comprehensive Theory of Distribution Channels meant to incorporate and extend current thinking.
The breadth of this Handbook makes it appropriate for use in a doctoral course on distribution channels, or as a knowledge-broadening resource for faculty and researchers who wish to understand types of channels research that are outside the scope of their own approach to distribution.
Critical Acclaim
‘Finally! We have a book that synthesizes the vast and long literature on marketing channels. As future researchers grapple with questions in the age of online channels of distribution, the contributions in this book, from leading thinkers in our field, will prove invaluable.’
– Anthony Dukes, University of Southern California, US
‘This Handbook provides a delightful guide full of important information for academians and practitioners related to distribution channels. It covers a variety of topics, ranging from empirical issues such as how firms locate their offerings in the value chain and monitor their partners’ performance to conceptual issues such as channel design, channel coordination, and channel governance. Read this – and learn from one of the best.’
– Qiong Wang, University of Oklahoma, US
– Anthony Dukes, University of Southern California, US
‘This Handbook provides a delightful guide full of important information for academians and practitioners related to distribution channels. It covers a variety of topics, ranging from empirical issues such as how firms locate their offerings in the value chain and monitor their partners’ performance to conceptual issues such as channel design, channel coordination, and channel governance. Read this – and learn from one of the best.’
– Qiong Wang, University of Oklahoma, US
Contributors
Contributors: K.D. Antia, B.L. Baker, P. Bicen, C.P. Blocker, J.R. Brown, G. Cai, N.N. Chau, S.C. Choi, J.L. Crosno, T.H. Cui, Y. Dai, R.P. Dant, R. Desiraju, K. Eshghi, D.J. Flint, K.M. Frias, M. Ghosh, S. Gilbert, G.T. Gundlach, C.M. Harmeling, J.D. Hibbard, M.B. Houston, C.A. Ingene, K. Jerath, G. John, J. Johnson, M. Kacker, G. Lai, Z. Li, R.F. Lusch, P. Mallucci, A.J. Malter, S. Mani, A.L. Matthews, R.W. Palmatier, S.-J. Park, R.E. Paul, J. Raju, S. Ray, F. Sadeh, R.S. Sohi, J.M. Song, R. Staelin, A.S. Vinhas, M. Viswanathan, K.H. Wathne, S.K. Weaven, X. Xu, W. Zhang, Z.J. Zhang, Y. Zhao
Contents
Contents:
Preface Charles A. Ingene and James R. Brown
1. Introduction James R. Brown and Charles A. Ingene
Part I Location In A Value Chain: Conceptual And Analytical Perspectives
2. Choosing Value-Chain Locations In Marketing Channels: Integrating Service-Dominant Logic And Product-Form Strategy Perspectives
Mrinal Ghosh, Kellilynn M. Frias and Robert F. Lusch
3. Optimal Channel Structure Of A Proprietary Component Manufacturer: The Impact Of Price- Versus Quantity-Competition
Ngan N. Chau and Ramarao Desiraju
4. Platform Retailing: From Offline “Stores Within A Store” To Online “Marketplaces”
Kinshuk Jerath and Z. John Zhang
Part II Organizational Control, Learning And Conflict
5. Organizational Control In Marketing Channels: A Meta-Analytic Review
James R. Brown and Jody L. Crosno
6. Organizational Learning And Inter-Organizational Knowledge Transfer
Ravipreet S. Sohi and A. Lynn Matthews
7. Managing Channel Conflict: Insights From The Current Literature
Kamran Eshghi and Sourav Ray
Part III Analytical Approaches To Multi-Channel Research
8. Modeling Multichannel Supply Chain Management With Marketing Mixes: A Survey
Gangshu (George) Cai, Yue Dai and Wenzhu Zhang
9. Information Management And Contract Design Under Supplier Encroachment
Zhuoxin Li, Stephen Gilbert and Guoming Lai
Part IV Modelling Channel Coordination
10. Models Of Channel Coordination
S. Chan Choi, Ju Myung Song, Xiaowei Xu and Yao Zhao
11. Interpretation Of Product Differentiation In Linear Demand Functions
Sang-June Park and Richard Staelin
12. Social Preferences And Distribution Channels
Tony Haitao Cui, Paola Mallucci, Jagmohan Raju and Z. John Zhang
Part V Channel Relationships
13. Relationship Dynamics: Understanding Continuous And Discontinuous Relationship Change
Colleen M. Harmeling and Robert W. Palmatier
14. Business Buyers Are People Too: Phenomenology And Symbolic Interaction In Buyer Relationships
Mark B. Houston, Christopher P. Blocker and Daniel J. Flint
15. Performance Impact Of Distribution Expansion: A Review And Research Agenda
Jonathan D. Hibbard, Manish Kacker & Farhad Sadeh
Part VI Conceptual Approaches To Channel Design And Governance
16. A Transaction Cost Approach To Channel Design With Application To Multi-Channels Settings
George John, Madhu Viswanathan and Mrinal Ghosh
17. Trust-Based Hybrid Governance In Geographical Indication Supply Chains
Alan J. Malter and Pelin Bicen
18. Resale Price Maintenance After Leegin: Marketing Literatures For Future Research
Gregory T. Gundlach and Rachel E. Paul
Part VII Conceptual Approaches To Multi-Channel Research
19. Design And Management Of Multi-Channel Distribution In B2b Environments
Alberto Sa Vinhas & Jean Johnson
20. Franchising Research In Marketing: Suggestions For Future Research
Sudha Mani, Kenneth H. Wathne and Kersi D. Antia
21. An Empirical Examination Of The Dark Side Of Relationship Marketing Within A Business-To-Business Context
Brent L. Baker, Rajiv P. Dant and Scott K. Weaven
Part VIII Conceptualizing Distribution Channels
22. Putting It All Together: A Conceptual Framework For Integrating Distribution Channels Research
James R. Brown and Charles A. Ingene
23. Conceptualizing A Comprehensive Theory Of Distribution Channels
Charles A. Ingene and James R. Brown
Postscript “A Gentle Giant: He Was Taken From Us Too Young, Too Early”
James R. Brown and Charles A. Inge
Index
Preface Charles A. Ingene and James R. Brown
1. Introduction James R. Brown and Charles A. Ingene
Part I Location In A Value Chain: Conceptual And Analytical Perspectives
2. Choosing Value-Chain Locations In Marketing Channels: Integrating Service-Dominant Logic And Product-Form Strategy Perspectives
Mrinal Ghosh, Kellilynn M. Frias and Robert F. Lusch
3. Optimal Channel Structure Of A Proprietary Component Manufacturer: The Impact Of Price- Versus Quantity-Competition
Ngan N. Chau and Ramarao Desiraju
4. Platform Retailing: From Offline “Stores Within A Store” To Online “Marketplaces”
Kinshuk Jerath and Z. John Zhang
Part II Organizational Control, Learning And Conflict
5. Organizational Control In Marketing Channels: A Meta-Analytic Review
James R. Brown and Jody L. Crosno
6. Organizational Learning And Inter-Organizational Knowledge Transfer
Ravipreet S. Sohi and A. Lynn Matthews
7. Managing Channel Conflict: Insights From The Current Literature
Kamran Eshghi and Sourav Ray
Part III Analytical Approaches To Multi-Channel Research
8. Modeling Multichannel Supply Chain Management With Marketing Mixes: A Survey
Gangshu (George) Cai, Yue Dai and Wenzhu Zhang
9. Information Management And Contract Design Under Supplier Encroachment
Zhuoxin Li, Stephen Gilbert and Guoming Lai
Part IV Modelling Channel Coordination
10. Models Of Channel Coordination
S. Chan Choi, Ju Myung Song, Xiaowei Xu and Yao Zhao
11. Interpretation Of Product Differentiation In Linear Demand Functions
Sang-June Park and Richard Staelin
12. Social Preferences And Distribution Channels
Tony Haitao Cui, Paola Mallucci, Jagmohan Raju and Z. John Zhang
Part V Channel Relationships
13. Relationship Dynamics: Understanding Continuous And Discontinuous Relationship Change
Colleen M. Harmeling and Robert W. Palmatier
14. Business Buyers Are People Too: Phenomenology And Symbolic Interaction In Buyer Relationships
Mark B. Houston, Christopher P. Blocker and Daniel J. Flint
15. Performance Impact Of Distribution Expansion: A Review And Research Agenda
Jonathan D. Hibbard, Manish Kacker & Farhad Sadeh
Part VI Conceptual Approaches To Channel Design And Governance
16. A Transaction Cost Approach To Channel Design With Application To Multi-Channels Settings
George John, Madhu Viswanathan and Mrinal Ghosh
17. Trust-Based Hybrid Governance In Geographical Indication Supply Chains
Alan J. Malter and Pelin Bicen
18. Resale Price Maintenance After Leegin: Marketing Literatures For Future Research
Gregory T. Gundlach and Rachel E. Paul
Part VII Conceptual Approaches To Multi-Channel Research
19. Design And Management Of Multi-Channel Distribution In B2b Environments
Alberto Sa Vinhas & Jean Johnson
20. Franchising Research In Marketing: Suggestions For Future Research
Sudha Mani, Kenneth H. Wathne and Kersi D. Antia
21. An Empirical Examination Of The Dark Side Of Relationship Marketing Within A Business-To-Business Context
Brent L. Baker, Rajiv P. Dant and Scott K. Weaven
Part VIII Conceptualizing Distribution Channels
22. Putting It All Together: A Conceptual Framework For Integrating Distribution Channels Research
James R. Brown and Charles A. Ingene
23. Conceptualizing A Comprehensive Theory Of Distribution Channels
Charles A. Ingene and James R. Brown
Postscript “A Gentle Giant: He Was Taken From Us Too Young, Too Early”
James R. Brown and Charles A. Inge
Index
