Purpose – The purpose of this paper is to aim to understand the factors influencing the magnitude of change in distribution channels. Distribution channels are slow to change due to a number of factors. Yet, the distribution mix is a vital part of a company's competitive position and companies...

Channel performance is a key marketing and organisational issue, given the potential and actual impact in the accomplishment of organisational goals. A recent trend in distribution strategy has been the increasing utilisation of multiple channels across sectors. Because of the newness of these...

Purpose – The use of multiple channels is increasingly an option for many products. Yet, despite their popularity, little is known in a systematic way about such channel structures. In particular, there is a lack of research in respect of the reasons why multiple channels of distribution...