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Relationship marketing and distribution channels

  • Special Issue On Relationship Marketing
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Abstract

The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power to relationships between independent firms involving contractual and normative control mechanisms. In this article, we identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships.

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Authors and Affiliations

  1. the Marketing Department in the College of Business Administration at the University of Florida, USA

    Barton A. Weitz

  2. the Sloan School of Management, Massachusetts Institute of Technology, USA

    Sandy D. Jap

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  1. Barton A. Weitz
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  2. Sandy D. Jap
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Additional information

He is the former editor of theJournal of Marketing Research, an academic trustee of the Marketing Science Institute, and a member of the Direct Selling Education Foundation Board of Directors. His research on channel and sales management issues and personal selling effectiveness has been published in theJournal of Marketing Research, Journal of Marketing, Journal of Consumer Research, Marketing Science, andAdministrative Science Quarterly. He is the co-author of three textbooks,Retailing Management, Essentials of Retailing, andPersonal Selling: Building Partnerships.

She received her Ph.D. from the University of Florida. Her research interests are in the area of channel relationship management, particularly decision-making processes, coordination, and relationship dynamics.

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Weitz, B.A., Jap, S.D. Relationship marketing and distribution channels. JAMS 23, 305–320 (1995). https://doi.org/10.1177/009207039502300411

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