Forms of Competition and Outcomes in Dual Distribution Channels: The Distributor’s Perspective

Published Online:https://doi.org/10.1287/mksc.2014.0880

References

  • Anderson E (1985) The salesperson as an outside agent or employee: A transaction cost analysis. Marketing Sci. 4(3):234–254.LinkGoogle Scholar
  • Anderson E, Weitz B (1992) The use of pledges to build and sustain commitment in distribution channels. J. Marketing Res. 29(1):18–34.CrossrefGoogle Scholar
  • Anderson EW, Sullivan MW (1993) The antecedents and consequences of customer satisfaction for firms. Marketing Sci. 12(2):125–143.LinkGoogle Scholar
  • Arya A, Mittendorf B, Sappington DE (2007) The bright side of supplier encroachment. Marketing Sci. 26(5):651–659.LinkGoogle Scholar
  • Beersma B, Hollenbeck JR, Humphrey SE, Moon H, Conlon DE, Ilgen DR (2003) Cooperation, competition, and team performance: Towards a contingency approach. Acad. Management J. 46(5):572–590.CrossrefGoogle Scholar
  • Bowman D, Narayandas D (2004) Linking customer management effort to customer profitability in business markets. J. Marketing Res. 41(4):433–447.CrossrefGoogle Scholar
  • Coughlan A (1985) Competition and cooperation in marketing channel choice: Theory and application. Marketing Sci. 4(2):110–129.LinkGoogle Scholar
  • Coughlan AT, Anderson E, Stern L, El-Ansary AI (2001) Marketing Channels (Prentice-Hall, Upper Saddle River, NJ).Google Scholar
  • Desiraju R (2004) Costs and benefits of inducing intrabrand competition: The role of limited liability. Marketing Sci. 23(3):429–450.LinkGoogle Scholar
  • Doty DH, Glick WH (1998) Common methods bias: Does common methods variance really bias results? Organ. Res. Methods. 1(4):374–406.CrossrefGoogle Scholar
  • Dutta S, Bergen M, John G (1994) The governance of exclusive territories when dealers can bootleg. Marketing Sci. 13(1):83–99.LinkGoogle Scholar
  • Dutta S, Heide JB, Bergen M (1999) Vertical territorial restrictions and public policy: Theories and industry evidence. J. Marketing. 63(4):121–134.CrossrefGoogle Scholar
  • Dutta S, Heide J, Bergen M, John G (1995) Understanding dual distribution: The case of reps and house accounts. J. Law Econom. Organ. 11(1):189–204.Google Scholar
  • Dwyer FR, Oh S (1987) Output sector munificence effects on the internal political economy of marketing channels. J. Marketing Res. 24(4):347–358.CrossrefGoogle Scholar
  • Dwyer FR, Oh S (1988) A transaction cost perspective on vertical contractual structure and interchannel competitive strategies. J. Marketing 52(April):21–34.CrossrefGoogle Scholar
  • Dwyer FR, Welsh MA (1985) Environmental relationships of the internal political economy of marketing channels. J. Marketing Res. 22(4):397–414.CrossrefGoogle Scholar
  • Fein AJ, Anderson E (1997) Patterns of credible commitments: Territory and category selectivity in industrial distribution channels. J. Marketing 61(April):19–34.CrossrefGoogle Scholar
  • Ferrell OC, Skinner SJ (1988) Ethical behavior and bureaucratic structure in marketing research organizations. J. Marketing Res. 25(1):103–109.CrossrefGoogle Scholar
  • Fornell C, Larcker DF (1981) Evaluating structural equation models with unobservable variables and measurement error. J. Marketing Res. 18(1):39–50.CrossrefGoogle Scholar
  • Frazier GL (1999) Organizing and managing channels of distribution. J. Academy Marketing Sci. 27(2):226–240.CrossrefGoogle Scholar
  • Frazier GL, Lassar WM (1996) Determinants of distribution intensity. J. Marketing 60(4):39–51.CrossrefGoogle Scholar
  • Frazier GL, Shervani T (1992) Multiple channels of distribution and their impact on retailing. Peterson R, ed. The Future of U.S. Retailing: An Agenda for the 21st Century (Quorum Books, New York), 217–237.Google Scholar
  • Garen J (1984) The returns to schooling: A selectivity bias approach with a continuous choice variable. Econometrica 52(5):1199–1218.CrossrefGoogle Scholar
  • Greene WH (2008) Econometric Analysis, 6th ed. (Pearson Education, Inc., Upper Saddle River, NJ).Google Scholar
  • Hausman JA, Wise DA (1976) The evaluation of results from truncated samples: The New Jersey income maintenance experiment. Ann. Econom. Soc. Measurement 5(4):421–445.Google Scholar
  • Heckman JJ (1979) Sample selection bias as a specification error. Econometrica 47(1):153–161.CrossrefGoogle Scholar
  • Heide JB (2003) Plural governance in industrial purchasing. J. Marketing 67(4):18–29.CrossrefGoogle Scholar
  • Heide JB, John G (1988) The role of dependence balancing in safeguarding transactions. J. Marketing 52(1):20–35.CrossrefGoogle Scholar
  • Heide JB, Weiss AM (1995) Vendor consideration and switching behavior for buyers in high-technology markets. J. Marketing 59(3):30–43.CrossrefGoogle Scholar
  • Heide JB, Wathne KH, Rokkan AI (2007) Interfirm monitoring, social contracts, and relationship outcomes. J. Marketing Res. 44(3):425–433.CrossrefGoogle Scholar
  • Helper S, Levine D (1992) Long-term supplier relations and product-market structure. J. Law Econom. Organ. 8(3):561–581.Google Scholar
  • Ingene CA, Parry ME (1995) Channel coordination when retailers compete. Marketing Sci. 14(4):360–377.LinkGoogle Scholar
  • Jap SD (1999) Pie-expansion efforts: Collaboration processes in buyer-supplier relationships. J. Marketing Res. 36(4):461–475.CrossrefGoogle Scholar
  • Jeuland A, Shugan S (1983) Managing channel profits. Marketing Sci. 2(3):239–272.LinkGoogle Scholar
  • John G (1984) An empirical investigation of some antecedents of opportunism in a marketing channel. J. Marketing Res. 21(3):278–289.CrossrefGoogle Scholar
  • John G, Weitz B (1988) Forward integration into distribution: An empirical test of transaction cost analysis. J. Law Econom. Organ. 4(2):337–355.Google Scholar
  • Kreps DM (1990) A Course in Microeconomic Theory (Princeton University Press, Princeton, NJ).CrossrefGoogle Scholar
  • Kumar N, Stern LW, Achrol R (1992) Assessing reseller performance from the perspective of the supplier. J. Marketing Res. 29(May):238–253.CrossrefGoogle Scholar
  • Lahiri K, Schmidt P (1978) On the estimation of triangular structural systems. Econometrica 46(5):1217–1221.CrossrefGoogle Scholar
  • Lindell MK, Whitney DJ (2001) Accounting for common method variance in cross-sectional research designs. J. Applied Psyc. 86(1):114–121.CrossrefGoogle Scholar
  • Luo X, Slotegraaf RJ, Pan X (2006) Cross-functional coopetition: The simultaneous role of cooperation and competition within firms. J. Marketing 70(April):67–80.CrossrefGoogle Scholar
  • Magrath A, Hardy KG (1989) A strategic paradigm for predicting manufacturer-reseller conflict. Eur. J. Marketing 23(3):94–108.CrossrefGoogle Scholar
  • Malhotra D, Gino F (2011) The pursuit of power corrupts: How investing in outside options motivates opportunism in relationships. Admin. Sci. Quart. 56(4):559–592.CrossrefGoogle Scholar
  • Malhotra NK, Kim SS, Patil A (2006) Common method variance in IS research: A comparison of alternative approaches and a reanalysis of past research. Management Sci. 52(12):1865–1883.LinkGoogle Scholar
  • McGuire TW, Staelin R (1983) An industry equilibrium of downstream vertical integration. Marketing Sci. 2(2):161–191.LinkGoogle Scholar
  • Moriarty R, Moran TU (1990) Managing hybrid marketing systems. Harvard Bus. Rev. 68(6):146–155.Google Scholar
  • Neslin SA, Shankar V (2009) Key issues in multichannel customer management: Current knowledge and future directions. J. Inter. Marketing 23(1):70–81.Google Scholar
  • Neslin SA, Grewal D, Leghorn R, Shankar V, Teerling ML, Thomas JS, Verhoef P (2007) Challenges and opportunities in multichannel customer management. J. Service Res. 9(2):95–112.CrossrefGoogle Scholar
  • Noordewier TG, John G, Nevin JR (1990) Performance outcomes of purchasing arrangements on industrial buyer-vendor relationships. J. Marketing 54(4):80–93.CrossrefGoogle Scholar
  • Nunes PF, Cespedes FV (2003) The customer has escaped. Harvard Bus. Rev. 81(11):96–105.Google Scholar
  • Olson EM, Slater SF, Hult GTM (2005) The performance implications of fit among business strategy, marketing organization structure, and strategic behavior. J. Marketing 69(3):49–65.CrossrefGoogle Scholar
  • Podsakoff PM, MacKenzie SB, Lee JY, Podsakoff NP (2003) Common method biases in behavioral research: A critical review of the literature and recommended remedies. J. Appl. Psych. 88(5): 879–903.CrossrefGoogle Scholar
  • Purohit D (1999) Dual distribution channels: The competition between rental agencies and dealers. Marketing Sci. 16(3):228–245.LinkGoogle Scholar
  • Rangan VK (2006) Transforming Your Go-to-Market Strategy (Harvard Business School Press, Boston).Google Scholar
  • Rindfleisch A, Malter AJ, Ganesan S, Moorman C (2008) Cross-sectional versus longitudinal survey research: Concepts, findings, and guidelines. J. Marketing Res. 45(3):261–279.CrossrefGoogle Scholar
  • Rossiter JR (2002) The C-OAR-SE procedure for scale development in marketing. Internat. J. Res. Marketing 19(4):305–335.CrossrefGoogle Scholar
  • Sa Vinhas A, Anderson E (2005) How potential conflict drives channel structure: Concurrent (direct and indirect) channels. J. Marketing Res. 42(4):507–515.CrossrefGoogle Scholar
  • Sujan M, Bettman JR (1989) The effects of brand positioning strategies on consumers' brand and category perceptions: Some insights from schema research. J. Marketing Res. 26(4):454–467.CrossrefGoogle Scholar
  • Telser LG (1980) A theory of self-enforcing agreements. J. Bus. 53(1): 27–44.CrossrefGoogle Scholar
  • Thibaut JW, Kelley HH (1959) The Social Psychology of Groups (John Wiley, New York).Google Scholar
  • Tsai W (2002) Social structure of “coopetition” within a multiunit organization: Coordination, competition, and intraorganizational knowledge sharing. Organ. Sci. 13(2):179–190.LinkGoogle Scholar
  • Venkatesan R, Kumar V, Ravishanker N (2007) Multichannel shopping: Causes and consequences. J. Marketing. 71(2):114–132.CrossrefGoogle Scholar
  • Williamson OE (1975) Markets and Hierarchies: Analysis and Antitrust Implications (Free Press, New York).Google Scholar
  • Williamson OE (2010) Transaction cost economics: The natural progression. Amer. Econom. Rev. 100(3):673–690.CrossrefGoogle Scholar
  • Zhang X (2009) Retailers multichannel and price advertising strategies. Marketing Sci. 28(6):1080–1094.LinkGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.