Holding Distribution Channel Relationships Together: The Role of Transaction-Specific Assets and Length of Prior Relationship

1997 ◽  
Vol 8 (6) ◽  
pp. 612-623 ◽  
Author(s):  
Allen M. Weiss ◽  
Nancy Kurland
Keyword(s):  
Distribution Channel ◽  
Channel Relationships ◽  
Prior Relationship

scholarly journals Empathy in Piano Duet Rehearsal and Performance: A Response to Haddon and Hutchinson

2015 ◽  
Vol 10 (1-2) ◽  
pp. 157
Author(s):  
Fred Seddon
Keyword(s):  
Verbal Communication ◽  
Original Study ◽  
Future Research ◽  
Top Down ◽  
Dual Roles ◽  
Unique Role ◽  
And Performance ◽  
The Impact ◽  
Prior Relationship

<p>This review comments upon the article entitled above. The article is well written and describes an interesting and original study. This review critiques the Method and Discussion sections of the article and offers suggestions for future research. Three specific points from the method are considered relating to: dual roles as researcher-musicians, the use of reflective diaries in research, and the impact on the research of the prior relationship between the authors. The unique role of &ldquo;written empathy&rdquo; is discussed within the context of empathic relationships. Also, this review considers how shifts from verbal to non-verbal communication may indicate movement from a &ldquo;top-down&rdquo; to &ldquo;bottom up&rdquo; response, and how this shift is related to &ldquo;empathetic attunement.&rdquo;</p>

The Role of the Institutional Environment in Marketing Channels

2002 ◽  
Vol 66 (3) ◽  
pp. 82-97 ◽  
Author(s):  
Rajdeep Grewal ◽  
Ravi Dharwadkar
Keyword(s):  
Institutional Environment ◽  
Marketing Channels ◽  
Task Environment ◽  
The Political ◽  
Institutional Processes ◽  
Channel Relationships ◽  
Current Task ◽  
Managerial Implications ◽  
Underlying Mechanisms

Set within the political economy framework, marketing channels literature predominantly has used an efficiency-based task environment perspective and largely overlooked a legitimacy-based institutional environment approach in studying channel attitudes, behaviors, processes, and structures. The purpose of this article is to highlight the importance of the institutional environment and develop a comprehensive conceptual framework that incorporates the institutional environment into current marketing channels research. The institutional environment perspective relies on the primacy of (1) regulatory institutions (e.g., laws), (2) normative institutions (e.g., professions), and (3) cognitive institutions (e.g., habitual actions) in influencing the legitimacy of channel members. Using institutional theory, the authors augment the current task environment approach by developing three institutional processes and their underlying mechanisms and elaborating on how these institutions might influence channel relationships. The article ends by laying out a research agenda and highlighting managerial implications.

Strategic Inventories Under Supply Chain Competition

2021 ◽  
Author(s):  
Xi Li ◽  
Yanzhi Li ◽  
Ying-Ju Chen
Keyword(s):  
Supply Chain ◽  
Supply Chains ◽  
Distribution Channel ◽  
Problem Definition ◽  
Supply Chain Competition ◽  
Managerial Implications ◽  
Holding Cost ◽  
Inventory Holding ◽  
Period Model

Problem definition: We consider the effects of strategic inventory (SI) in the presence of chain-to-chain competition in a two-period model. Academic/practical relevance: Established findings suggest that SI may alleviate double marginalization and improve the efficiency of a decentralized distribution channel. However, no studies consider the role of SI under chain-to-chain competition. Methodology: We build a two-period model consisting of two competing supply chains, each with an upstream manufacturer and an exclusive retailer. The retailers compete on either price or quantity. We characterize the firms’ strategies under the concept of perfect Bayesian equilibrium. We consider cases where contracts are either observable or unobservable across supply chains. Results: (1) SI still exists under chain-to-chain competition. Retailers may carry more inventory when the competition becomes fiercer, which further intensifies the supply chain competition. (2) Different from the existing findings, SI may backfire and hurt all firms. Interestingly, firms may benefit from a higher inventory holding cost. (3) Under supply chain competition, the prisoner’s dilemma can arise if competition intensity is intermediate; in other words, manufacturers are better off without strategic inventory, and yet they cannot help allowing strategic inventory, which is the unique equilibrium. Managerial implications: Despite its appeal among firms of a single supply chain, the role of SI is altered or even reversed by chain-to-chain competition. Conventional wisdom on SI should be applied with caution.

The Strategic Value of the Mono-Brand Store for European Luxury Fashion Brands

2021 ◽  
Author(s):  
Christopher M. Moore
Keyword(s):  
Agency Theory ◽  
Distribution Channel ◽  
International Markets ◽  
First Century ◽  
Luxury Brand ◽  
Sales Channel ◽  
Sales Channels ◽  
Strategic Value ◽  
Insight Into

Mono-brand stores have traditionally served as the pre-eminent sales and distribution channel for luxury fashion goods. Although the emergence of digital sales channels platforms has certainly challenged the sales channel dominance of mono-brand stores, the consequential impact of digitalisation of luxury-brand selling has been to recast and intensify the strategic value of mono-brand stores, principally as a means of reinforcing, protecting, and communicating the luxury brand’s proposition across international markets. By drawing from and applying agency theory and institutional theory to an understanding of the role of the mono-brand store, we can gain insight into the evolution of the most traditional of luxury-brand distribution methods in the twenty-first century.

Travel Agencies and Tour Operators at KidZania

2019 ◽  
pp. 48-64
Author(s):  
Hugues Seraphin ◽  
Frederic Dosquet
Keyword(s):  
Marketing Strategy ◽  
High Capacity ◽  
Distribution Channel ◽  
Point Of View ◽  
Retail Environment ◽  
Travel Agents ◽  
Travel Agencies ◽  
Fierce Competition ◽  
The Way

The role of tour operators (TOs) and travel agents (TAs) are putting together transport, events, attractions, accommodation and food / drink into a package and are then selling them to customers. The authors introduce in this chapter a new marketing strategy for TOs and TAs, as there is fierce competition in the retail environment. The approach offers an alternative to the existing marketing and distribution channel in the industry. The KidZania concept in itself is very strong from a marketing point of view due to its high capacity to convince customers. Also, with KidZania, TOs and TAs have an opportunity to ‘breed' ethical tourists, that is to say, tourists that respect their host, their environment, and culture. That said, the KidZania model could be said to be a form of manipulation of emotions, by pushing the children to behave and consume the way we would like them to.

scholarly journals The role of sales effort on manufacturer's channel strategies

2018 ◽  
Vol 189 ◽  
pp. 06003
Author(s):  
Baixun Li ◽  
Guo Chen ◽  
Yaru Nan
Keyword(s):  
Bargaining Power ◽  
Distribution Channel ◽  
Power Coefficient ◽  
Channel Design ◽  
Competition Intensity

Competing manufacturers, who sell their products through retailers, may face the strategic distribution channel design question of whether to establish an “store-within-store” channel or not. With consider of the role of sales effort, we analyze the manufacturer channel strategies. Two cases are considered: competing manufacturer and competing retailer. We built four game models corresponding to four channel strategies, and discussed the influence of manufacture's bargaining power coefficient, prices competition intensity, and sales effort competition intensity on manufactures' channel strategies.

scholarly journals KEDUDUKAN HUKUM DAN TANGGUNG GUGAT PEDAGANG PERANTARA, DISTRIBUTOR, DAN/ATAU AGEN DALAM JALUR DISTRIBUSI BARANG

2021 ◽  
Vol 4 (2) ◽  
pp. 193-202
Author(s):  
Andyna Susiawati Achmad ◽  
Astrid Athina Indradewi
Keyword(s):  
Consumer Protection ◽  
Distribution Channel ◽  
Business Owners ◽  
Relationship Status ◽  
Legal Certainty ◽  
Legal Relationship ◽  
Distribution Process ◽  
The Relationship ◽  
Final Consumer

Abstract This research aims to find a legal certainty regarding liability of an intermediary trader towards final consumer. All of these times, there is a legal vacuum regarding the legal relationship which occurs between, sellers, intermediaries, and consumer. Acts No. 8 Year 1999 regarding Consumer Protection classifies intermediary traders, distributors, or agents as mere business actors and not distinguish the role of each of these intermediary parties. The method use for this scientific research is Normative Juridical. The researcher used Statutes Approach, Doctrinal Approach, and Case Approach. This paper will discuss about the legal vacuum which happened during Consumer Protection Law, regarding the relationship status of intermediary traders, there is no clear regulation surrounding the accountability of said middleman and its consumer. Furthermore, the paper will examine differences between various intermediary during the distribution process. The multitude number of intermediary traders has caused many branches of law relationships between intermediaries, businessman, and end consumer. From these relationships, this paper can further explain the type of liability that applies to each party. In conclusion, this research argues that responsibility between each party (producers, intermediary traders, and final consumers) are tiered and must be adjusted accordingly to its type of relationship and the transaction that has occurred. The final consumer cannot meddle or demand accountability from the intermediary trader, if the intermediary itself in the distribution channel only acts as a middleman. Business owners who own intermediary actors cannot resolve themselves from the liability of consumers, whereas the intermediary only acts for them.Keywords: consumer protection; intermediary trader; liabilityAbstrak Penelitian ini bertujuan untuk menemukan secara pasti tentang tanggung gugat perantara perdagangan kepada konsumen akhir. Selama ini  terdapat kekosongan hukum mengenai hubungan hukum yang terjadi di antara penjual, perantara, dan konsumen. Undang-Undang No. 8 Tahun 1999 tentang Perlindungan Konsumen menggolongkan pedagang perantara, distributor atau agen sebagai pelaku usaha semata dan tidak membedakan kedudukan dari masing-masing para pihak perantara ini. Tipe penelitian ini menggunakan Yuridis Normatif. Metode penelitian menggunakan pendekatan Statutes Approach, Doctrinal Approach dan Case Approach. Penelitian ini pertama-tama membahas mengenai kekosongan hukum yang terjadi dalam UUPK mengenai status hubungan perantara perdagangan, belum adanya pengaturan mengenai tanggung gugat yang jelas bagi perantara perdagangan ini membawa kerugian bagi perantara perdagangan dan juga bagi konsumen akhir. Kemudian dilanjutkan dengan membahas mengenai berbagai macam jenis Pedagang perantara yang dikenal dalam jalur distribusi. Banyaknya jenis pedagang perantara ini juga melahirkan banyaknya jenis hubungan hukum yang terjadi di antara pedang perantara, pelaku usaha dan konsumen akhir. Dari jenis-jenis hubungan hukum yang tercipta maka barulah dapat di pahami mengenai jenis tanggung gugat yang berlaku bagi masing-masing pihak. Hasil dari penelitian ini adalah bahwa tanggung jawab yang terjadi antara Produsen, pedagang perantara dan konsumen akhir adalah tanggung jawab berjenjang, yang harus disesuaikan dengan tipe dan jenis hubungan hukumnya dalam setiap transaksi yang terjadi. Konsumen akhir tidak bisa serta merta secara mutlak meminta pertanggung jawaban dari pedagang perantara apabila dalam jalur distribusi pedagangan perantara hanya bertindak sebagai perantara perdagangan. Pelaku usaha yang menggunakan jalur pedagang perantara tidak bisa membebaskan dirinya secara mutlak dari tanggung gugat kepada konsumen akhir, manakala pedagang perantara itu bertindak untuk dan atas nama pelaku usaha tersebut.

scholarly journals Development of Marketing and Distribution Channel to Ensure Fair Price in Bangladesh

2019 ◽  
Vol 6 (6) ◽  
Author(s):  
Md. Anowarul Arif Khan ◽  
Mohammad Hafizul Haider ◽  
Md Sahariar Hasan ◽  
Md. Parvez Hasan ◽  
Md. Ashraful Islam
Keyword(s):  
Supply Chain ◽  
Sampling Method ◽  
Distribution Channel ◽  
Transportation Cost ◽  
Vital Role ◽  
Local Market ◽  
Fair Price ◽  
Agricultural Producers ◽  
Cooperative Society

Bangladesh is a developing country and agriculture is the largest sector of the economy. Agricultural producers, food producers, and handicrafts producers are not getting the proper price. Because, Bangladesh fully depends on the intermediaries because of improper infrastructure in supply chain of their product and shortage of capital as well literacy. A baseline study entitled “Development of marketing and distribution channel to ensure fair price for the products of Cooperative Societies under Department of Cooperatives” was conducted primarily to find out the present scenario of producing, selling, and supply chain of products of producers under cooperative society which would examine the challenges in productions, selling and supply chain for the producers of cooperative society, also analyze Time, Cost and Visit (TCV) regarding selling of produced goods and finally to find a way to mitigate these challenges. In this study, purposive sampling method was used for determining the sample where more than 160 respondents were selected as sample size. 34% people had to give commission to the whole seller and there was higher transportation cost. 34% of producers said that they sold their products at lower price; some people (40%) got their products price lately. There was also money collection problem (33%). Most of the farmers were illiterate and for that reason, they did not have the ability to sell their products in the international market and also nationwide, they just only sold to local market. Ministry of local Government & Cooperative Society could play a vital role to bring formation within the framework of Cooperative Society and could minimize the role of middlemen of marketing agricultural products of Bangladesh.

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