The emergence of new technologies, shifting consumer needs and growth in competition have made the expansion of distribution a business imperative for many firms. In this chapter, we review the empirical marketing literature on the performance consequences of distribution expansion and offer an...

High technology product sales are positively associated with performance of retailers and distributors in terms of customer service quality, growth in sales and increase in market share. This paper aims at analyzing the impact of retail sales strategies and performance of customer services on...

To generate downstream sales, manufacturers often spend both effort and compensation when working with their dealers. Existing theories are inconclusive about the interdependent role of the two kinds of instruments in motivating dealer effort; that is, whether they are substitutes or...

The past few years have witnessed the increasing ubiquity of user-generated content on seller reputation and product condition in Internet based used-good markets. Recent theoretical models of trading and sorting in used-good markets provide testable predictions to use to examine the presence of...

How do firms' partnering strategies impact the size of their partner-based retail networks? We draw on agency theory to address this question in the context of franchising. Our econometric analyses, (based on nine years of longitudinal balanced panel data), include assessment of data...

Dynamic changes of economic structures resulting partially from globalization processes and international integration, strengthened by technological development induce economic entities to search for strategic as well as operational solutions that enable to gain and maintain competitive...

Dynamic changes of economic structures resulting partially from globalization processes and international integration, strengthened by technological development induce economic entities to search for strategic as well as operational solutions that enable to gain and maintain competitive...

There is a clear tendency for the Romanian retailing to adapt to the requirements of the international market. If in the years following Romania’s adherence to capitalism the indigenous retailing was marked by a strong segmentation in small retail units with low turnover, retail chains were...