Alienation in the distribution channel: Conceptualization, measurement, and initial theory testing

Abstract

Of all the social phenomena that have been investigated in the distribution channel context – including power, conflict, dependence, role performance, and opportunism – one that has escaped attention until now is alienation. Borrowing from traditional behavioral science and consumer behavior, the following monograph defines the concept of distributor alienation and elaborates a method for its measurement. After surviving a validation regimen, the measure is applied within the confines of a test of a theoretical model. The results may provide a preliminary framework for a future structure of channel alienation theory.

Citation

Gaski, J.F. and Ray, N.M. (2004), "Alienation in the distribution channel: Conceptualization, measurement, and initial theory testing", International Journal of Physical Distribution & Logistics Management, Vol. 34 No. 2, pp. 158-200. https://doi.org/10.1108/09600030410526941