Participation in Marketing Channel Functions and Economic Performance

Abstract

The relationship between functional participation and several measures of channel member financial performance are evaluated. Channel theory suggests that greater participation in channel functions should be positively associated with channel member compensation. Support for the theory was found for gross margins and total operating expenses. However, return on assets were not found to be positively related to channel function participation.

Citation

Cron, W.L. and Levy, M. (1984), "Participation in Marketing Channel Functions and Economic Performance", International Journal of Physical Distribution & Materials Management, Vol. 14 No. 6, pp. 17-33. https://doi.org/10.1108/eb014594