TY  - JOUR
AB  - Purpose– This paper's aim is to identify structural and relational factors influencing the upstream channel management of organized retailers in India.Design/methodology/approach– In‐depth interviews were conducted with 15 organized retailers and two manufacturers in India. Data were analyzed using the thematic network analysis technique from qualitative research. The authors use the framework of institutional theory to guide the discussion.Findings– The findings suggest that government regulations influence the supply chain structure in India. Relational bonds offset the uncertainty borne of weak institutions. Informational transparency and long‐term orientation foster trust between channel partners. This trust, in turn, leads to collaborative partnerships.Research limitations/implications– The findings have implications for multinationals planning to enter the Indian retail industry. There is a need to understand complex regulatory and social institutions in India. The uniqueness of these institutions calls for adaptive strategies toward channel management.Originality/value– The paper contributes to the literature on the supply chain structure in India. Despite growing interest in the Indian retailing industry, not many studies reflect on the specific B2B exchange structure in India. The paper fills this gap and also provides several marketing implications for multinational retailers planning to enter the Indian market.
VL  - 27
IS  - 3
SN  - 0885-8624
DO  - 10.1108/08858621211207216
UR  - https://doi.org/10.1108/08858621211207216
AU  - Srivastava Dabas Chitra
AU  - Sternquist Brenda
AU  - Mahi Humaira
ED  - Ramendra Singh
ED  - D.V.R. Seshadri
PY  - 2012
Y1  - 2012/01/01
TI  - Organized retailing in India: upstream channel structure and management
T2  - Journal of Business & Industrial Marketing
PB  - Emerald Group Publishing Limited
SP  - 176
EP  - 195
Y2  - 2024/04/25
ER  -