Chiang, Wei-yu Kevin; Chhajed, Dilip; Hess, James D. - In: Management Science 49 (2003) 1, pp. 1-20
The advent of e-commerce has prompted many manufacturers to redesign their traditional channel structures by engaging in direct sales. The model conceptualizes the impact of customer acceptance of a direct channel, the degree to which customers accept a direct channel as a substitute for...
