Channel Environment and Channel Leadership

Abstract

The relationship between various factors characteristic of channel environments and the extent of control of a channel leader in his channel is explored. The characteristics of demand, the marketing technology used, and interchannel competition are found to be correlated with greater channel control by a channel leader. Jointly, these results imply that channel leaders tend to emerge in distributive channels when the channel environment is threatening.

RETRACTED: The relationship between brokers’ influence, strength of ties and NPD project outcomes in innovation‐driven horizontal networks

“…Power bases have also been categorized in the marketing literature (e.g., Hunt and Nevin, 1974;Etgar, 1977;Gaski, 1986;Scheer and Stern, 1992;Johnson et al, 1993;Brown et al, 1995). Johnson et al (1993) classified power bases as mediated (i.e., reward, coercive and legitimate power bases) and non-mediated (i.e., expert, referent and information power bases).…”

The Evolution of Marketing Channel Research Domains and Methodologies: An Integrative Review and Future Directions

“…From Deterministic to Uncertain Demand Functions: That demand uncertainty is a key factor impacting the degree of channel control exercised by a channel leader has been known for a long time (e.g., Etgar 1977). Despite this knowledge, the majority of the early analytical channels papers in our database assumed deterministic demand functions and risk-neutral decision-makers.…”

Power and marketing

“…Brown and Frazier, 1978;Butaney and Wortzel, 1988;El-Ansari and Stern, 1972;Etgar, 1976Etgar, , 1977Etgar, , 1978Frazier, 1983;Gaski, 1984;Hunt and Nevin, 1974;Lusch and Brown, 1982;Lusch and Ross, 1985;Rosenberg and Stern, 1971;Wilkinson, 1979Wilkinson, , 1981 1974). In this area, concepts of power and influence are often found within the study of conflict (e.g.…”