A Model for the Analysis of Distribution Channels

Abstract

Describes the development and application of a Distribution Channel Model for an Information Technology (IT) business. Describes the processes used to derive the model and highlights some of the benefits obtained from using the model. These included a better understanding of the key factors driving the behaviour of the complex IT distribution system and a more discriminating approach to channel development.

Citation

Bellhouse, A.E. and Hutchison, G.M. (1993), "A Model for the Analysis of Distribution Channels", Marketing Intelligence & Planning, Vol. 11 No. 11, pp. 22-27. https://doi.org/10.1108/02634509310046124