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.

scholarly journals Choice of Modern Food Distribution Channels and Its Welfare Effects: Empirical Evidence from Taiwan

Agriculture ◽  
2021 ◽  
Vol 11 (6) ◽  
pp. 499
Author(s):  
Yun-Cih Chang ◽  
Min-Fang Wei ◽  
Yir-Hueih Luh
Keyword(s):  
Control Function ◽  
Smallholder Farmers ◽  
Distribution Channel ◽  
Marketing Channel ◽  
Distribution Channels ◽  
Food Distribution ◽  
Economic Effects ◽  
Farm Households ◽  
Farm Household ◽  
Decomposition Approach

The determinants and/or economic effects of modern food distribution channels have attracted much attention in previous research. Studies on the welfare consequences of modern channel options, however, have been sparse. Based on a broader definition of modern food distribution channels including midstream processors and downstream retailers (supermarkets, hypermarkets, brand-named retailers), this study contributes to the existing body of knowledge by exploring the distributional implications of farm households’ choice of modern food distribution channels using a large and unique farm household dataset in Taiwan. Making use of the two-step control function approach, we identify the effect of modern food distribution options on farm households’ profitability. The results reveal selling farm produce to modern food distributors does not produce a positive differential compared to the traditional outlets. Another dimension of farm household welfare affected by the choice of modern food distribution channel is income inequality. We apply the Lerman and Yitzhaki decomposition approach to gain a better understanding of the effect of the marketing channel option on the overall distribution of farm household income. The Gini decomposition of different income sources indicates that the choice of modern food distribution channels results in an inequality-equalizing effect among the farm households in Taiwan, suggesting the inclusion of smallholder farmers in the modern food distribution channels improves the overall welfare of the rural society.

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.

scholarly journals Challenges in marketing channel selection by smallholder pineapple growers in Samarahan, Sarawak, Malaysia

Food Research ◽  
2020 ◽  
Vol 4 (S5) ◽  
pp. 77-85
Author(s):  
A. Nahar ◽  
A.R. Saili ◽  
N.M. Hamzah ◽  
F. Abdul Fatah ◽  
Z. Yusop ◽  
...  
Keyword(s):  
Supply And Demand ◽  
Descriptive Analysis ◽  
Distribution Channel ◽  
Price Volatility ◽  
Principal Component ◽  
Marketing Channel ◽  
Simple Random Sampling ◽  
Channel Selection ◽  
Primary Data ◽  
Farm Income

Pineapples are very perishable and require an immediate sale to consumers. This has triggered the local growers to market their produce and rely on the middleman. Thus, this present study was conducted to identify the challenges that affect the marketing channel selection of smallholder pineapple growers in Samarahan, Sarawak. The primary data used for this study were collected from 123 smallholder pineapple growers using simple random sampling method with a well-structured close-ended questionnaire via face-toface survey. The descriptive analysis was used to describe the socio-demographic characteristics of the pineapple growers meanwhile exploratory factor analysis (EFA) using principal component analysis approach with orthogonal rotation (varimax) was used to reduce data to a smaller set of summary variables and to identify the structure of the relationship between the variables and the respondents. The findings revealed that five main challenges have caused pineapple growers to carefully select the marketing channel in marketing their produce namely; lack of market information; inefficient transportation; price volatility; market distance; and product perishability. Inadequate marketing information about supply and demand markets, potential buyers, bargaining, and negotiation have caused concerned for the pineapple growers to take the risk in marketing their produce to various customers. Lack of transportation facility and high transportation cost has caused the pineapple growers to sell their produce at the farm gate to reduce losses during the distribution channel. Moreover, the unstable pineapple price has created a risk to the growers due to its negative effect on farm income stability. Besides, the distance between farms and marketplace has significantly affected marketable surplus of pineapple fruits thus resorts to the growers to rely on the middleman to market their produce. Conclusively, all the challenges highlighted in this study should be given adequate attention by the relevant agencies to improve and continue their effective roles in the pineapple market and to enhance farmers’ livelihoods. This can be achieved by strengthening the fruit supply chain management, adopting comprehensive approaches such as policies, programs and strategies pertaining to the marketing of pineapple fruits that require a collective effort and commitment from the public and private sectors.

scholarly journals Adoption of E-Commerce and M-Commerce Marketing Practices

2021 ◽  
Vol 2 (3) ◽  
pp. 20-35
Author(s):  
Pratap Chandra Mandal
Keyword(s):  
Distribution Channel ◽  
Marketing Channel ◽  
Distribution Channels ◽  
Smart Phones ◽  
Privacy And Security ◽  
Security Issues ◽  
Business Excellence

E-commerce has become an important marketing channel with the increasing usage of internet by customers. Companies use both physical intermediaries and online distribution channels for selling their products and services. The study discusses about pure-click companies which sell products online and about brick-and-click companies which sell products both online and through intermediaries. The study focuses on m-commerce which is becoming an important distribution channel and preferred mode of transaction with the increasing usage of smart phones. Companies practicing e-commerce and m-commerce adopt a number of strategies to delight their customers and these strategies are discussed. Both e-commerce and m-commerce have a number of privacy and security issues. Companies should be aware of these issues and formulate measures to ensure privacy and security of information shared by customers. All these will help companies in adopting e-commerce and m-commerce, delighting their customers, building long-term relationships, and in achieving business excellence.

scholarly journals Marketing Channels of Chili in Central Java: Players, Levels, and Segmentations

2019 ◽  
Vol 22 (2) ◽  
Author(s):  
Joko Mariyono
Keyword(s):  
Distribution Channel ◽  
Marketing Channel ◽  
Marketing Channels ◽  
Qualitative Approach ◽  
Market Survey ◽  
Provincial Level ◽  
Village Level ◽  
Central Java ◽  
Segmented Markets ◽  
The Village

Chili production is an important commodity in Indonesian, and the marketing issues frequently disrupt the economy.  This paper aims to analyse the distribution channel of chili and formulate the suitable policy to overcome the marketing problems. The study employed a qualitative approach. A market survey was qualitatively conducted at producer, intermediary, wholesaler and retailer levels. The results were descriptively presented using table and figures. This result shows that the marketing channel of chili in Indonesia was complicated and lengthy. Many players were starting at the village level to the provincial level. Segmented markets were based on the types of chili, which were categorized as local and hybrid cultivars. Farmers selected the marketing channels because of business circumstance and their farm location. Distance and gentleman agreement with traders limited farmers to select the marketing channel.

scholarly journals ANALISIS PENENTUAN LOKASI BASIS PERIKANAN TERI DAN JALUR PEMASARANNYA DI PROVINSI BANTEN

2020 ◽  
Vol 15 (2) ◽  
pp. 159
Author(s):  
Ririn Irnawati ◽  
Dini Surilayani ◽  
Adi Susanto ◽  
Ani Rahmawati ◽  
Aris Munandar ◽  
...  
Keyword(s):  
Continuous Production ◽  
Economic Value ◽  
Distribution Channel ◽  
National Development ◽  
Marketing Channel ◽  
Fish Production ◽  
Scoring Method ◽  
Consumer Market ◽  
Fisheries Resources ◽  
Second Tier

Provinsi Banten memiliki lokasi yang strategis dan potensi sumber daya ikan yang besar. Salah satu jenis sumber daya ikan yang produksinya cukup tinggi dan memiliki nilai ekonomis tinggi adalah ikan teri. Produksi ikan teri di Provinsi Banten pada tahun 2015 berkisar 6.474,5 ton atau sebesar 28% dari produksi ikan pelagis kecil dan 14% dari produksi total ikan laut. Jumlah produksi ikan teri yang cukup tinggi ini dapat bermanfaat untuk mendukung pengembangan dan pembangunan daerah maupun nasional. Penelitian ini bertujuan untuk menentukan lokasi basis perikanan teri dan memetakan jalur pemasarannya di Provinsi Banten. Penelitian dilakukan di Kabupaten Pandeglang, Kabupaten Lebak, Kabupaten Tangerang, Kabupaten Serang, Kota Serang dan Kota Cilegon, dari Februari hingga November 2017. Penelitian dilakukan dengan menggunakan metode survei dan skoring terhadap kriteria yang ditetapkan. Data jalur pemasaran ikan teri dianalisis secara deskriptif. Berdasarkan hasil skoring, lokasi potensial basis perikanan teri di Provinsi Banten adalah Pandeglang, Kab. Serang, Kota Serang dan Kota Cilegon. Berdasarkan nilai LQ, Kabupaten Pandeglang bukan merupakan wilayah basis produksi teri. Namun, berdasarkan hasil survei diperoleh data dan informasi bahwa pusat pendaratan dan pengolahan teri dengan volume produksi tinggi dan kontinu sepanjang tahun berada di sepanjang pesisir Selat Sunda yaitu mulai dari Kecamatan Panimbang, Citeureup hingga Sumur. Jalur distribusi pemasaran ikan teri yang terdapat di Banten adalah jenis saluran tingkat dua dan saluran tingkat tiga. Saluran tingkat dua yaitu produsen-pengepul-pengecer-konsumen, mempunyai dua perantara penjualan. Pada pasar konsumen, mereka merupakan grosir atau pedagang besar dan sekaligus pengecer. Saluran tingkat tiga terdiri dari produsen-pengepul-pengecer-distributor-konsumen yang mempunyai tiga perantara penjualan.Title: Analysis of Determining the Base Location of Anchovy Fisheries and its Marketing Distribution in The Banten ProvinceBanten has strategic location and abundant fisheries resources. The anchovy is one of the largest fish resources in terms of production and economic value. Its production came out to about 3,972.1 tons or 22.2% of small pelagic fish production and 14% of total marine fish production. The production of anchovy is highly beneficial to support both regional and national development. This research aimed at mapping potential location of anchovy and its marketing line in Banten Province. The research was conducted at Pandeglang Regency, Lebak Regency, Tangerang Regency, Serang Regency, Serang and Cilegon from February to November 2017 with survey and scoring method. Data regarding the marketing channel of anchovy were analyzed descriptively. The scoring results showed that the potential location of anchovy fisheries in Banten Province were based in Pandeglang, Serang Regency, Serang and Cilegon. Based on LQ value, Pandeglang Regency was not an anchovy production base area. However, the survey resulted in a data and information that the anchovy landing and processing center with high and continuous production volumes throughout the year were located along the Sunda Strait strating from Panimbang, Citerureup to Sumur subdistrict. Marketing distribution channel for anchovy in Banten were second level and third level channels. The second tier channel were producer-wholesaler-retailer-consumer which has two seller. In the consumer market, they were wholesalers and retailers. The third tier channel consisted of producer-wholesaler-retailer-distributor-consumer who had three sales intermediaries.

scholarly journals An Apparel Brands Channel Strategy: The Case of Oliver in Korea

2009 ◽  
Vol 5 (6) ◽  
pp. 13-22
Author(s):  
Hyejeong Cho ◽  
Yanghun Lim ◽  
Sungmin Ryu
Keyword(s):  
Distribution Channel ◽  
Marketing Channel ◽  
Marketing Channels ◽  
Department Stores ◽  
Internet Shopping ◽  
7Th Edition ◽  
Channel Strategy ◽  
Price Range ◽  
License Contract ◽  
Discount Stores

The purpose of this case study was to describe the development of a channel strategy for an apparel brand, BoKids, designed to distribute its brand, Oliver, efficiently to customers. Bokids launched its childrens apparel brand, Oliver, in Korea by signing a brand license contract with Oliver of USA. When the brand was launched in 2005, Oliver was positioned as a brand with a reasonable price and a high quality product, which was sold primarily through department stores. In 2007, Oliver was suffering from sluggish sales volumes, and switched its main distribution channel from department stores to discount stores, which are the number 1 retail format in Korea. Oliver was compelled to adjust the price range of its main products to $20 30 in order to satisfy the needs of discount store customers. However, Oliver has considered Internet shopping as another channel for the Oliver brand, as Internet shopping is rapidly gaining popularity in Korea. This case can be used in conjunction with discussions on marketing topics, such as the design of marketing channels (Chapter 6, Designing the Marketing Channel, Marketing Channels: A Management View, 7th Edition by Bert Rosenbloom, South-Western College Pub, 2007) for senior level marketing seminars.

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.

d.light Design: Marketing Channel Strategies in India

2017 ◽  
pp. 1-17
Author(s):  
Anne T. Coughlan ◽  
Benjamin Neuwirth
Keyword(s):  
Single Channel ◽  
Emerging Market ◽  
Distribution Channel ◽  
Marketing Channel ◽  
Channel Structure ◽  
Target Market ◽  
List Type ◽  
Bottom Of The Pyramid ◽  
Financial Return ◽  
Solar Powered

This case looks at a new start-up company, d.light Design, as it was seeking to go to market in India with its solar-powered LED lamps in 2009. Sam Goldman, founder and chief customer officer of d.light, was in New Delhi, India; his business-school friend and co-founder Ned Tozun was in China, the site of the company's manufacturing plant.One of the key decisions Goldman and Tozun needed to make was whether d.light should focus on just one distribution channel in India, or multiple channels. The startup had limited capital, so it needed to get the distribution question right to generate revenue quickly.The case thus combines an entrepreneurial problem with an emerging-market, or bottom-of-the-pyramid, channel design challenge. This case does not focus on product design or manufacturing challenges but rather on questions of: The constraints d.light faced in creating an aligned distribution channel. These constraints can have legal, environmental, and/or managerial foundations Demand-side misalignments in the channel structure that will occur if d.light chooses one or another of the considered channels in the case, namely, (a) the RE (rural entrepreneur) channel, (b) the village retailer channel, or (c) the centralized shops channel • What mix of channels—or what single channel—d.light should focus on in the Indian market • The financial return possible based on d.light's current cost structure and overhead expenditures in India Assess channel benefit demand intensities for chosen target market segments Assess channel alignment constraints that can limit the channel designer's ability to optimize the channel to meet identified end-user demands for channel benefits Use these ideas to defend a choice of one or more possible channel structures as appropriate parts of a company's overall channel system Analyze financial opportunity in this situation, given cost parameters and possible market penetration estimates

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