Full-text of this article is not available in this e-prints service. This article was originally published [following peer-review] in Marketing Intelligence & Planning, published by and copyright Emerald Group Publishing Ltd.

A myriad opinions has been propounded to explain how“cyberspace” can be exploited by commercial organisations.For the most part they are speculative, visionary orpromotional. This work seeks to redress the balance byfocusing on the utilisation of the Internet within the UKretail sector and...

The maturing of e-commerce, the diffusion of call centres into the B2B space and purchaser demands on price and service are leading to rapid change in the route to market in many B2B sectors, with shifting combinations of channels being offered to the customer in the search for advantage. In...

The rapidly intensifying adoption of the Internet channel for marketing and sales by incumbent bricks-and-mortar retailers underscores the importance of assessing the impact of the online channel strategies on firm performance in the dynamic competitive environment. At the time when store-based...

This paper considers vertical price relationships between wholesalers and retailers on five local maize markets in Benin. We show that if the common factor and the long-run disequilibrium error are not explicitly taken into account in testing the channel model, one can easily be wrong about how...

Purpose – Paired channel relationship constructs are used to conjointly compare the perspectives of Indonesian manufacturers and their connecting distributors when engaging and relating across each shared marketing channel. The purpose of this paper is to hypothesize long-term orientation...

Purpose – The purpose of this paper is twofold: to investigate performance of both manufacturer-owned channel and traditional retail channel when the manufacturer encroaches upon the traditional channel in different forms (brick-and-mortar and online form) under different market structures...

In marketing literature often it is argued that the marketer should pay attention to the customers’ needs and wants in order to achieve and maintain successful business relationships. This fundamental approach is often referred to as the “marketing concept” and is one of the most important...

Research into the relationship of UK exporting manufacturers and their West German agents and distributors is examined. The mail questionnaire was the selected research instrument. Four participant dimensions were used in the evaluation and categorisation of relationship states. These were...

A model of intrachannel co‐ordination strategies is presented. These strategies are analysed and then classified along three dimensions: locus of co‐ordination, degree of specificity, and laterality of decision making. These dimensions are treated as parameters to develop a 2 by 2 grid,...