Postponement, Speculation and the Structure of Distribution Channels

Public Versus Private Sector Procurement Ethics and Strategy: What Each Sector can Learn from the Other

“…Such strategies include early supplier involvement in product design (Zsidisin and Smith, 2005), collaborative planning, forecasting and replenishment (Mariotti, 1999), postponement (Bucklin, 1965), outcome-based contracting (Kim et al, 2007), and supplier development (Krause, 1997). Leadership support is required to enact these complex strategies (Chen and Paulraj, 2004), but their opportunism erodes essential relational norms such as trust and commitment (Morgan and Hunt, 1994).…”

Evolution of Agricultural Marketing Institutions: A Channel Approach

“…Many studies which emphasize marketing efficiency as a criterion for channel structures have also included the effectiveness of marketing as a criterion. For instance, while Bucklin accentuates costs as a criterion for channel formation, his concepts and analyses, such as "Postponement and speculation" (Bucklin, 1965), and the variables assortment and waiting time (Bucklin, 1966), are demand-related as well. Etgar and Zusman (1982) propose a model of marketing channel formation that assumes that wholesalers maximize profits by buying, processing and selling information.…”

“…Many scholars have analyzed marketing institutions from the efficiency point of view (Alderson, 1954;Stigler, 1951;Mallen, 1953Mallen, , 1977McCammon, 1963;Bucklin, 1965Vaile et al, 1952). Attention has been paid to the transfer of marketing functions in the marketing channel from one marketing institution to another out of efficiency reasons.…”

Export Marketing Channels: Some Theoretical Considerations

“…Bucklin [1965] argues that delivery time in relation to postponement and speculation governs the choice of indirect or direct channels. With short delivery time, indirect channels give lower distribution costs per unit than direct ones.…”