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Article
Publication date: 5 March 2018

Petri Parvinen and Essi Pöyry

In mature global business-to-business (B2B) product markets, management of external sales channels, governed by contractual relationships, is a key determinant of business…

Abstract

Purpose

In mature global business-to-business (B2B) product markets, management of external sales channels, governed by contractual relationships, is a key determinant of business performance. However, existing sales channel management literature lacks focus on contractual governance and reseller management success. The purpose of the study is to systematically review different governance theories in relation to sales channel management and to show which factors are the most influential in making or keeping external sales channels effective.

Design/methodology/approach

A case study on a large B2B information and communication technology (ICT) company is used to reflect on the way the different theoretical governance perspectives explain sales channel management success. Interviews and mini-questionnaires were used to collect data.

Findings

Expressions of interdependence and equality alongside persevered personal relationships are important in managing daily business activities and in avoiding bad will at the reseller’s grass-root level. Future-oriented planning, long-term-oriented support and jointly set incentive systems are important for reseller management. Degree of professional management sets resellers apart through shifts in power balance.

Research limitations/implications

A multi-theory governance perspective offers a holistic view over reseller management and provides a comprehensive view over different sales channel management issues and their relative importance.

Practical implications

The findings highlight the importance of long-term orientation and cooperation in setting up a reseller management system to gain and nurture distributors’ trust and commitment towards the manufacturer.

Originality/value

The study is the first to comprehensively use governance perspective in studying reseller management.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Book part
Publication date: 20 January 2014

Chwo-Ming J. Yu, Hsiao-Wen Lin and Hui-Yun Chiu

In recent years, many firms from developing countries (LDCs) have engaged in foreign direct investment (FDI). Interestingly some of these firms locate their investments in…

Abstract

In recent years, many firms from developing countries (LDCs) have engaged in foreign direct investment (FDI). Interestingly some of these firms locate their investments in developed countries (DCs) (i.e., upstream FDI), instead of in countries economically similar to or less than their home countries (i.e., downstream FDI). However, only a few researchers have examined the issues related to upstream FDI. Furthermore, when examining FDI, most studies have focused on manufacturing subsidiaries but paid less attention to sales subsidiaries. Due to the differences in nature, management of manufacturing and sales subsidiaries should be different. Using a case study approach and focusing on the behaviors of Taiwanese firms, we address two research questions: (1) what are the channel strategies adopted by the sales subsidiaries of Taiwanese high-tech firms (i.e., multinational corporations (MNCs) from LDCs (LDCMNCs)) in DCs? and (2) how do these subsidiaries manage their channels in DCs? Our findings are: (1) LDCMNCs tend to use multiple sales channels, to work with large national distributors, and to adopt high touch channels to market products in DCs; (2) to reduce channel conflict, less powerful LDCMNCs tend to adopt multiple independent channel system, instead of dual channel system; and (3) due to limited resources, LDCMNCs make more effort on designing channel conflict prevention mechanisms than designing channel conflict resolution mechanisms, emphasize more on building relationships with distributors and tend to use financial incentives/high-power incentives than use other types of incentives to motivate distributors. The findings of this study are helpful for LDC firms to operate their sales subsidiaries more effectively in DCs.

Details

International Marketing in Rapidly Changing Environments
Type: Book
ISBN: 978-1-78190-896-9

Keywords

Article
Publication date: 23 March 2012

Shadrack Katuu

This article aims to assess how enterprise content management (ECM) has been implemented in South Africa.

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Abstract

Purpose

This article aims to assess how enterprise content management (ECM) has been implemented in South Africa.

Design/methodology/approach

The article is a five‐part analysis of the concept of ECM. The first part outlines a perspective to ECM based on predecessor and related terms such as EDMS and ERMS. The second part reviews literature generated in South Africa on electronic records and document management over the last decade as well as a discussion on value added resellers in the country. The third part provides the results of the survey of ten South African institutions. This section includes an outline on the research methodology used as well as analysis of the data and a brief discussion of the research implications. The fourth part provides concluding remarks and the fifth part is a list of references.

Findings

A literature review conducted by the author reveals that there have been few published sources on institutional experiences related to implementing electronic document and records management in South Africa. However, the survey published in this article reveals that South African institutions have as much as eight years of ECM implementation experience, a majority using ECM applications from one company and the most common ECM applications modules installed within the organizations being records management, document management and imaging. These survey results suggest additional research is needed to assess proprietary vs non‐proprietary applications as well as the impact of value‐added resellers to ECM implementation.

Originality/value

As the literature review has shown, ECM implementation in South Africa has received minimal attention beyond graduate level research. This article provides an analysis of empirical data on ECM implementation in South Africa and serves as a baseline for more comprehensive studies in the future.

Content available
Article
Publication date: 1 March 2006

57

Abstract

Details

Industrial Robot: An International Journal, vol. 33 no. 2
Type: Research Article
ISSN: 0143-991X

Keywords

Article
Publication date: 1 March 1993

Andrew Bird, Tom Blaney and John Burton

Data communications is a relatively neglected topic, which issurprising as it offers the infrastructural platform that can help toprovide organizations with flexibility and…

Abstract

Data communications is a relatively neglected topic, which is surprising as it offers the infrastructural platform that can help to provide organizations with flexibility and responsiveness. DataComms 2000 explores the business themes and issues, and technology drivers and focus that will shape the industry. Explores the perspectives of a range of different actors.

Details

Information Management & Computer Security, vol. 1 no. 3
Type: Research Article
ISSN: 0968-5227

Keywords

Article
Publication date: 4 July 2016

Talai Osmonbekov, Brian Gregory, Christian Chelariu and Wesley J. Johnston

The purpose of this paper is to examine the impact of social and contractual enforcement on the performance of business-to-business relationship. The research also tests the…

Abstract

Purpose

The purpose of this paper is to examine the impact of social and contractual enforcement on the performance of business-to-business relationship. The research also tests the mediating role of perceived inequity and coordination.

Design/methodology/approach

A survey methodology was used to obtain responses from 224 decision-makers at reseller organizations. The data were analyzed using structural equation modeling.

Findings

It was found that both social and contractual enforcement impact relationship performance. Perceived inequity and coordination are important moderators of those relationships, as social enforcement increases coordination and reduces perceived inequity, while contractual enforcement increases perceived inequity.

Originality/value

While previous studies examined enforcement impact on coordination and conflict, this study links it to relationship performance. Importantly, enforcement’s relationship with perceived inequity is also examined in the context of B2B relationship.

Details

Journal of Business & Industrial Marketing, vol. 31 no. 6
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 June 1988

Manufacturing and Consulting Services (MCS) is signing dealers and value‐added resellers for ANVIL‐5000pc™, the company's newest CADD/CAM software package for mechanical…

Abstract

Manufacturing and Consulting Services (MCS) is signing dealers and value‐added resellers for ANVIL‐5000pc™, the company's newest CADD/CAM software package for mechanical engineering.

Details

Aircraft Engineering and Aerospace Technology, vol. 60 no. 6
Type: Research Article
ISSN: 0002-2667

Article
Publication date: 1 June 1995

Robert L. Segal

Advances in interactive communication will dramatically alter the structure of distribution. Will end users' direct access to on‐line product and purchasing data eliminate the…

Abstract

Advances in interactive communication will dramatically alter the structure of distribution. Will end users' direct access to on‐line product and purchasing data eliminate the need for many specialty resellers? Will large distributors become more like public warehouses? What is the long‐term potential of “electronic commerce”?

Details

Planning Review, vol. 23 no. 6
Type: Research Article
ISSN: 0094-064X

Article
Publication date: 1 February 1989

Malcolm T. Cunningham and T. Roger Pyatt

This pragmatic research in the marketing of industry‐specialisedcommercial systems operating upon mid‐range computers was carried out inthe United Kingdom during 1987 with the…

Abstract

This pragmatic research in the marketing of industry‐specialised commercial systems operating upon mid‐range computers was carried out in the United Kingdom during 1987 with the purpose of studying how international computer hardware manufacturers use and manage third‐party channels comprised of independent software applications suppliers. Based upon direct response questionnaires and personal interviews with senior management it looks at the strategic marketing priorities of three major manufacturers and six of their independent value‐added resellers, and includes the buyers perspective by comparing these marketing priorities with the purchasing strategies of ten departmental end‐users representing a range of business types. In addition to the study of manufacturer‐intermediary co‐operation, channel power and conflict, and its resolution, the work compares channel members′ attitudes towards the management of marketing variables in a classic manner with their attitudes towards business relationships; and throws some insight as to where their priorities may lie. The intermediary′s role is appraised and some recommendations for the consideration of manufacturers indirect channel managers are discussed.

Details

European Journal of Marketing, vol. 23 no. 2
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 1 November 1993

A.E. Bellhouse and G.M. Hutchison

Describes the development and application of a Distribution ChannelModel for an Information Technology (IT) business. Describes theprocesses used to derive the model and…

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.

Details

Marketing Intelligence & Planning, vol. 11 no. 11
Type: Research Article
ISSN: 0263-4503

Keywords

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