Handbook of Research on Distribution Channels

Edited by Charles A. Ingene, formerly University of Oklahoma, James R. Brown, West Virginia University and the late Rajiv P. Dant, formerly University of Oklahoma, US

'Finally! We have a book that synthesizes the vast and long literature on marketing channels. As future researchers grapple with questions in the age of online channels of distribution, the contributions in this book, from leading thinkers in our field, will prove invaluable.'--Anthony Dukes, University of Southern California, US'This Handbook provides a delightful guide full of important information for academians and practitioners related to distribution channels. It covers a variety of topics, ranging from empirical issues such as how firms locate their offerings in the value chain and monitor their partners' performance to conceptual issues such as channel design, channel coordination, and channel governance. Read this - and learn from one of the best.'--Qiong Wang, University of Oklahoma, US

• Contents: Preface Charles A. Ingene and James R. Brown1. Introduction James R. Brown and Charles A. IngenePart I Location In A Value Chain: Conceptual And Analytical Perspectives 2. Choosing Value-Chain Locations In Marketing Channels: Integrating Service-Dominant Logic And Product-Form Strategy PerspectivesMrinal Ghosh, Kellilynn M. Frias and Robert F. Lusch3. Optimal Channel Structure Of A Proprietary Component Manufacturer: The Impact Of Price- Versus Quantity-CompetitionNgan N. Chau and Ramarao Desiraju4. Platform Retailing: From Offline “Stores Within A Store” To Online “Marketplaces”Kinshuk Jerath and Z. John ZhangPart II Organizational Control, Learning And Conflict 5. Organizational Control In Marketing Channels: A Meta-Analytic ReviewJames R. Brown and Jody L. Crosno6. Organizational Learning And Inter-Organizational Knowledge TransferRavipreet S. Sohi and A. Lynn Matthews7. Managing Channel Conflict: Insights From The Current LiteratureKamran Eshghi and Sourav RayPart III Analytical Approaches To Multi-Channel Research8. Modeling Multichannel Supply Chain Management With Marketing Mixes: A SurveyGangshu (George) Cai, Yue Dai and Wenzhu Zhang9. Information Management And Contract Design Under Supplier EncroachmentZhuoxin Li, Stephen Gilbert and Guoming LaiPart IV Modelling Channel Coordination10. Models Of Channel CoordinationS. Chan Choi, Ju Myung Song, Xiaowei Xu and Yao Zhao11. Interpretation Of Product Differentiation In Linear Demand FunctionsSang-June Park and Richard Staelin12. Social Preferences And Distribution ChannelsTony Haitao Cui, Paola Mallucci, Jagmohan Raju and Z. John ZhangPart V Channel Relationships13. Relationship Dynamics: Understanding Continuous And Discontinuous Relationship ChangeColleen M. Harmeling and Robert W. Palmatier14. Business Buyers Are People Too: Phenomenology And Symbolic Interaction In Buyer RelationshipsMark B. Houston, Christopher P. Blocker and Daniel J. Flint15. Performance Impact Of Distribution Expansion: A Review And Research Agenda Jonathan D. Hibbard, Manish Kacker & Farhad SadehPart VI Conceptual Approaches To Channel Design And Governance16. A Transaction Cost Approach To Channel Design With Application To Multi-Channels SettingsGeorge John, Madhu Viswanathan and Mrinal Ghosh17. Trust-Based Hybrid Governance In Geographical Indication Supply ChainsAlan J. Malter and Pelin Bicen18. Resale Price Maintenance After Leegin: Marketing Literatures For Future ResearchGregory T. Gundlach and Rachel E. PaulPart VII Conceptual Approaches To Multi-Channel Research19. Design And Management Of Multi-Channel Distribution In B2b EnvironmentsAlberto Sa Vinhas & Jean Johnson20. Franchising Research In Marketing: Suggestions For Future ResearchSudha Mani, Kenneth H. Wathne and Kersi D. Antia21. An Empirical Examination Of The Dark Side Of Relationship Marketing Within A Business-To-Business ContextBrent L. Baker, Rajiv P. Dant and Scott K. WeavenPart VIII Conceptualizing Distribution Channels22. Putting It All Together: A Conceptual Framework For Integrating Distribution Channels ResearchJames R. Brown and Charles A. Ingene23. Conceptualizing A Comprehensive Theory Of Distribution ChannelsCharles A. Ingene and James R. BrownPostscript“A Gentle Giant: He Was Taken From Us Too Young, Too Early”James R. Brown and Charles A. IngeIndex