Managing channel relationships continues to be a vexing issue for manufacturers. Manufacturers want dealers to be committed and satisfied and to coordinate their activities, but sometimes these outcomes can be elusive. Manufacturers have tools to gain dealer cooperation, including outright...

Governance strategies, such as integration or control, structure and regulate the conduct of parties in exchange relationships; as such, they serve to constrain the latitude of the decision making of channel partners. Similarly, collaborative communication can be used to create an atmosphere of...