Robert F. Lusch: Mentor, Collaborator, and Colleague

2021 ◽  
pp. 027614672110257
Author(s):  
James R. Brown
Keyword(s):  
Doctoral Students ◽  
Marketing Channel ◽  
Channel Member ◽  
Joint Research ◽  
Channel Conflict ◽  
Channel Power ◽  
Member Satisfaction ◽  
Power And Dependence

The author reviews his relationship with Professor Robert F. Lusch, including joint research with some of their doctoral students. Their work addressed questions pertaining to marketing channel power and dependence, channel conflict, and channel member satisfaction as well as contracting among channel member firms.

Managing Internal Marketing Channel Conflict: A Proposal for Narrative Epistemology

2019 ◽  
Vol 20 (4) ◽  
pp. 901-916
Author(s):  
Asad Aman
Keyword(s):  
Narrative Analysis ◽  
Distribution Channel ◽  
Marketing Channel ◽  
Internal Marketing ◽  
Management Research ◽  
Channel Conflict ◽  
Positive Interventions ◽  
Industrial Marketing ◽  
Sales Teams ◽  
Fast Moving Consumer Goods

This article calls for extending the understanding and management of the channel conflict that occurs between competing sales teams inside a manufacturer organization. This internal battle occurs as the sales teams try to sell manufacturer products to two different channel members (e.g., retailers, wholesalers, etc.) in the same market and, as a result, compete for quotas, sales targets, promotional budgets, etc. The article argues that by drawing on narrative epistemology, which has extensively been applied in management research, marketing scholars and practitioners can gain novel insights through which understanding and management of internal channel conflict could be enhanced. An epistemological review of the extant literature on the topic in the field of Industrial Marketing is presented. Drawing on the narrative method, three narratives told by competing groups in the context of Pakistan’s evolving fast moving consumer goods (FMCG) distribution channel are constructed, and an empirical model is developed for narrative analysis. It is shown that the understanding of various narrative logics and alignments can help in positive interventions in the channel story network.

Financial Terms of Sale and Control of Marketing Channel Conflict

1980 ◽  
Vol 17 (4) ◽  
pp. 524-530 ◽  
Author(s):  
Michael Levy ◽  
Dwight Grant
Keyword(s):  
Interest Rates ◽  
Marketing Channel ◽  
Channel Conflict ◽  
Self Interest ◽  
Managerial Implications ◽  
And Control

As interest rates increase, financial terms of sale become a more important source of funds for customers and a more expensive cost for suppliers. As each party seeks to satisfy self-interest, channel conflict may occur. The authors explore terms both normatively and positively. This discussion leads to managerial implications useful for avoiding channel conflict.

The Marketing Channel: Who Should Lead this Extra-corporate Organization?

1970 ◽  
Vol 34 (1) ◽  
pp. 31-38 ◽  
Author(s):  
Robert W. Little
Keyword(s):  
Control Systems ◽  
Organization Structure ◽  
Marketing Channel ◽  
Channel Member ◽  
Substantial Influence ◽  
Corporate Organization ◽  
And Control ◽  
Do So

Corporate organization and activities extend beyond conventional ownership limits in a variety of ways. The marketing channel, for example, exerts substantial influence on the firm's internal activities. Organization structure and processes in the corporation information and control systems are affected by channel considerations. Arguments have been raised against attempts by one channel member to direct the efforts of all or part of an interorganizational vertical network. However, most scholars are believed to support the view that some form and degree of leadership is desirable and, at any rate, manifest in many day-to-day exchange activities. This article asks three important questions: Who has the ability to lead channels? Who is in the best position to do so? Who should lead?

Financial Terms of Sale and Control of Marketing Channel Conflict

1980 ◽  
Vol 17 (4) ◽  
pp. 524 ◽  
Author(s):  
Michael Levy ◽  
Dwight Grant
Keyword(s):  
Marketing Channel ◽  
Channel Conflict ◽  
And Control
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