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- Publisher
- Springer Journals
- Copyright
- Copyright © Academy of Marketing Science 1995
- ISSN
- 0092-0703
- eISSN
- 1552-7824
- DOI
- 10.1177/009207039502300411
- Publisher site
- See Article on Publisher Site
Abstract
The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power to relationships between independent firms involving contractual and normative control mechanisms. In this article, we identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships.
Journal
Journal of the Academy of Marketing Science – Springer Journals
Published: Sep 1, 1995
Keywords: Distribution Channel; Contractual Term; Channel Member; Channel Management; Market Science Fall