An expanded perspective on power in distribution channels: Strategies and implications

Keh, Hean Tat and Park, Seong Yong (1998) An expanded perspective on power in distribution channels: Strategies and implications. International Review of Retail, Distribution and Consumer Research, 8 1: 101-115. doi:10.1080/095939698342896


Author Keh, Hean Tat
Park, Seong Yong
Title An expanded perspective on power in distribution channels: Strategies and implications
Journal name International Review of Retail, Distribution and Consumer Research   Check publisher's open access policy
ISSN 0959-3969
1466-4402
Publication date 1998-01-01
Sub-type Article (original research)
DOI 10.1080/095939698342896
Volume 8
Issue 1
Start page 101
End page 115
Total pages 15
Place of publication Abingdon, Oxon, United Kingdom
Publisher Routledge
Language eng
Abstract Traditionally, research on channel relationships has focused on either manufacturer-distributor or distributor-consumer relationships. We argue that looking at either dyad exclusively is inadequate to have a full understanding of channel dynamics. This conceptual paper brings these two dyadic relationships together and we study the power issue in the channel. We look at access to information, rising consumer power and cost shifting as three major influences on power in distribution channels, and we analyse their effects on the triadic relationship (among the manufacturer, distributor, and consumer). We illustrate these concepts using numerous examples from industry.
Keyword Distribution channels
Cost shifting
Consumer power
Q-Index Code C1
Q-Index Status Provisional Code
Institutional Status Unknown

Document type: Journal Article
Sub-type: Article (original research)
Collection: UQ Business School Publications
 
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Created: Wed, 30 Nov 2011, 14:17:40 EST by Karen Morgan on behalf of UQ Business School