Purpose – Distribution arrangements are becoming increasingly complex and dynamic in business as well as in consumer markets. The purpose of the present paper is to explore and discuss the theoretical frameworks available to interpret these distribution arrangements, to uncover how they are...

Distribution research, both in Europe and in the United States, is fragmented into two seemingly disparate disciplinary orientations: an economic approach and an organisational approach. The former attempts to apply micro‐economic theory and industrial organisation analysis to the study of...

Focuses on the use of short‐term price deals with regard to pricing. Introduces a set of subjective factors as predictors of price dealing intensity, in addition to traditional objective indicators. Reveals that retailers” perceptions appear to add to the structural imperfections in the...