Periodic Table of Marketing Strategy logo: MS element tile, number 26The Periodic Table of Marketing Strategy v1.0

Column 13 · 76 works

Channels and Governance

Ailawadi, Kusum L. and Bari Harlam (2004), “An Empirical Analysis of the Determinants of Retail Margins: The Role of Store-Brand Share”, Journal of Marketing, 68 (1), 147–65.

Ailawadi, Kusum L. and Paul W. Farris (2017), “Managing Multi- and Omni-Channel Distribution: Metrics and Research Directions”, Journal of Retailing, 93 (1), 120–35.

Alba, Joseph, John Lynch, Barton Weitz, Chris Janiszewski, Richard Lutz, Alan Sawyer, and Stacy Wood (1997), “Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces”, Journal of Marketing, 61 (3), 38–53.

Anderson, Erin and Barton A. Weitz (1986), “Make-or-Buy Decisions: Vertical Integration and Marketing Productivity”, Sloan Management Review, 27 (3), 3–19.

Anderson, James C. and James A. Narus (1984), “A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships”, Journal of Marketing, 48 (4), 62–74.

Anderson, James C. and James A. Narus (1990), “A Model of Distributor Firm and Manufacturer Firm Working Partnerships”, Journal of Marketing, 54 (1), 42–58.

Ansari, Asim, Carl F. Mela, and Scott A. Neslin (2008), “Customer Channel Migration”, Journal of Marketing Research, 45 (1), 60–76.

Antia, Kersi D., Xu (Vivian) Zheng, and Gary L. Frazier (2013), “Conflict Management and Outcomes in Franchise Relationships: The Role of Regulation”, Journal of Marketing Research, 50 (5), 577–89.

Antia, Kersi D. and Gary L. Frazier (2001), “The Severity of Contract Enforcement in Interfirm Channel Relationships”, Journal of Marketing, 65 (4), 67–81.

Arndt, Johan (1983), “The Political Economy Paradigm: Foundation for Theory Building in Marketing”, Journal of Marketing, 47 (4), 44–54.

Baker, Julie, Dhruv Grewal, and A. Parasuraman (1994), “The Influence of Store Environment on Quality Inferences and Store Image”, Journal of the Academy of Marketing Science, 22 (4), 328–39.

Bakos, J. Yannis (1997), “Reducing Buyer Search Costs: Implications for Electronic Marketplaces”, Management Science, 43 (12), 1676–92.

Bloom, Paul N. and Vanessa G. Perry (2001), “Retailer Power and Supplier Welfare: The Case of Wal-Mart”, Journal of Retailing, 77 (3), 379–96.

Brickley, James A. and Frederick H. Dark (1987), “The Choice of Organizational Form: The Case of Franchising”, Journal of Financial Economics, 18 (2), 401–20.

Brynjolfsson, Erik, Yu Jeffrey Hu, and Mohammad S. Rahman (2013), “Competing in the Age of Omnichannel Retailing”, MIT Sloan Management Review, 54 (4), 23–29.

Bucklin, Louis P. (1965), “Postponement, Speculation and the Structure of Distribution Channels”, Journal of Marketing Research, 2 (1), 26–31.

Bucklin, Louis P. (1966), A Theory of Distribution Channel Structure. Berkeley, CA: Institute of Business and Economic Research, University of California.

Chiang, Wei-yu Kevin, Dilip Chhajed, and James D. Hess (2003), “Direct Marketing, Indirect Profits: A Strategic Analysis of Dual-Channel Supply-Chain Design”, Management Science, 49 (1), 1–20.

Combs, James G., Steven C. Michael, and Gary J. Castrogiovanni (2004), “Franchising: A Review and Avenues to Greater Theoretical Diversity”, Journal of Management, 30 (6), 907–31.

Cui, Tony Haitao, Anindya Ghose, Hanna Halaburda, Raghuram Iyengar, Koen Pauwels, S. Sriram, Catherine Tucker, and Sriraman Venkataraman (2021), “Informational Challenges in Omnichannel Marketing: Remedies and Future Research”, Journal of Marketing, 85 (1), 103–20.

Curhan, Ronald C. and Robert J. Kopp (1987), “Obtaining Retailer Support for Trade Deals: Key Success Factors”, Journal of Advertising Research, 27 (6), 51–60.

Dhar, Sanjay K., Stephen J. Hoch, and Nanda Kumar (2001), “Effective Category Management Depends on the Role of the Category”, Journal of Retailing, 77 (2), 165–84.

Doney, Patricia M. and Joseph P. Cannon (1997), “An Examination of the Nature of Trust in Buyer-Seller Relationships”, Journal of Marketing, 61 (2), 35–51.

Draganska, Michaela, Daniel Klapper, and Sofia B. Villas-Boas (2010), “A Larger Slice or a Larger Pie? An Empirical Investigation of Bargaining Power in the Distribution Channel”, Marketing Science, 29 (1), 57–74.

Eisenmann, Thomas, Geoffrey Parker, and Marshall W. Van Alstyne (2006), “Strategies for Two-Sided Markets”, Harvard Business Review, 84 (10), 92–101.

El-Ansary, Adel I. and Louis W. Stern (1972), “Power Measurement in the Distribution Channel”, Journal of Marketing Research, 9 (1), 47–52.

Etgar, Michael (1979), “Sources and Types of Intrachannel Conflict”, Journal of Retailing, 55 (1), 61–78.

Fang, Eric (Er), Robert W. Palmatier, Lisa K. Scheer, and Ning Li (2008), “Trust at Different Organizational Levels”, Journal of Marketing, 72 (2), 80–98.

Frazier, Gary L. (1983), “On the Measurement of Interfirm Power in Channels of Distribution”, Journal of Marketing Research, 20 (2), 158–66.

Frazier, Gary L. and John O. Summers (1984), “Interfirm Influence Strategies and Their Application within Distribution Channels”, Journal of Marketing, 48 (3), 43–55.

Ganesan, Shankar (1994), “Determinants of Long-Term Orientation in Buyer-Seller Relationships”, Journal of Marketing, 58 (2), 1–19.

Gaski, John F. (1984), “The Theory of Power and Conflict in Channels of Distribution”, Journal of Marketing, 48 (3), 9–29.

Geyskens, Inge, Jan-Benedict E.M. Steenkamp, and Nirmalya Kumar (1998), “Generalizations About Trust in Marketing Channel Relationships Using Meta-Analysis”, International Journal of Research in Marketing, 15 (3), 223–48.

Grewal, Dhruv, Dinesh K. Gauri, Anne L. Roggeveen, and Raj Sethuraman (2021), “Strategizing Retailing in the New Technology Era”, Journal of Retailing, 97 (1), 6–12.

Grewal, Dhruv, Anne L. Roggeveen, and Jens Nordfält (2017), “The Future of Retailing”, Journal of Retailing, 93 (1), 1–6.

Grewal, Dhruv and Michael Levy (2007), “Retailing Research: Past, Present, and Future”, Journal of Retailing, 83 (4), 447–64.

Hagiu, Andrei and Julian Wright (2015), “Multi-Sided Platforms”, International Journal of Industrial Organization, 43, 162–74.

Heide, Jan B. (1994), “Interorganizational Governance in Marketing Channels”, Journal of Marketing, 58 (1), 71–85.

Heide, Jan B. and George John (1992), “Do Norms Matter in Marketing Relationships?”, Journal of Marketing, 56 (2), 32–44.

Hollander, Stanley C. (1960), “The Wheel of Retailing”, Journal of Marketing, 25 (1), 37–42.

Hunt, Shelby D. (1972), “The Socioeconomic Consequences of the Franchise System of Distribution”, Journal of Marketing, 36 (3), 32–38.

Hunt, Shelby D. (1973), “The Trend Toward Company-Operated Units in Franchise Chains”, Journal of Retailing, 49 (2), 3–12.

Hunt, Shelby D. and John R. Nevin (1974), “Power in a Channel of Distribution: Sources and Consequences”, Journal of Marketing Research, 11 (2), 186–93.

Jap, Sandy D. and Shankar Ganesan (2000), “Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment”, Journal of Marketing Research, 37 (2), 227–45.

John, George and Barton A. Weitz (1988), “Forward Integration into Distribution: An Empirical Test of Transaction Cost Analysis”, Journal of Law, Economics, and Organization, 4 (2), 337–55.

Kashyap, Vishal, Kersi D. Antia, and Gary L. Frazier (2012), “Contracts, Extracontractual Incentives, and Ex Post Behavior in Franchise Channel Relationships”, Journal of Marketing Research, 49 (2), 260–76.

Kumar, Nirmalya, Lisa K. Scheer, and Jan-Benedict E.M. Steenkamp (1995), “The Effects of Perceived Interdependence on Dealer Attitudes”, Journal of Marketing Research, 32 (3), 348–56.

Lafontaine, Francine (1992), “Agency Theory and Franchising: Some Empirical Results”, RAND Journal of Economics, 23 (2), 263–83.

Lindquist, Jay D. (1974), “Meaning of Image: A Survey of Empirical and Hypothetical Evidence”, Journal of Retailing, 50 (4), 29–38.

Lusch, Robert F. (1976), “Sources of Power: Their Impact on Intrachannel Conflict”, Journal of Marketing Research, 13 (4), 382–90.

Lusch, Robert F. and James R. Brown (1996), “Interdependency, Contracting, and Relational Behavior in Marketing Channels”, Journal of Marketing, 60 (4), 19–38.

Mallen, Bruce (1963), “A Theory of Retailer-Supplier Conflict, Control, and Cooperation”, Journal of Retailing, 39 (2), 24–32.

Mallen, Bruce (1973), “Functional Spin-Off: A Key to Anticipating Change in Distribution Structure”, Journal of Marketing, 37 (3), 18–25.

Messinger, Paul R. and Chakravarthi Narasimhan (1995), “Has Power Shifted in the Grocery Channel?”, Marketing Science, 14 (2), 189–223.

Mohr, Jakki and Robert Spekman (1994), “Characteristics of Partnership Success: Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques”, Strategic Management Journal, 15 (2), 135–52.

Neslin, Scott A., Dhruv Grewal, Robert Leghorn, Venkatesh Shankar, Marije L. Teerling, Jacquelyn S. Thomas, and Peter C. Verhoef (2006), “Challenges and Opportunities in Multichannel Customer Management”, Journal of Service Research, 9 (2), 95–112.

Palmatier, Robert W., Rajiv P. Dant, and Dhruv Grewal (2007), “A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance”, Journal of Marketing, 71 (4), 172–94.

Palmatier, Robert W., Mark B. Houston, Rajiv P. Dant, and Dhruv Grewal (2013), “Relationship Velocity: Toward a Theory of Relationship Dynamics”, Journal of Marketing, 77 (1), 13–30.

Rangan, V. Kasturi, Melvyn A.J. Menezes, and E.P. Maier (1992), “Channel Selection for New Industrial Products: A Framework, Method, and Application”, Journal of Marketing, 56 (3), 69–82.

Reinartz, Werner J. and V. Kumar (1999), “Store-, Market-, and Consumer-Characteristics: The Drivers of Store Performance”, Marketing Letters, 10 (1), 5–23.

Rindfleisch, Aric and Jan B. Heide (1997), “Transaction Cost Analysis: Past, Present, and Future Applications”, Journal of Marketing, 61 (4), 30–54.

Rochet, Jean-Charles and Jean Tirole (2003), “Platform Competition in Two-Sided Markets”, Journal of the European Economic Association, 1 (4), 990–1029.

Rosenberg, Larry J. and Louis W. Stern (1971), “Conflict Measurement in the Distribution Channel”, Journal of Marketing Research, 8 (4), 437–42.

Rubin, Paul H. (1978), “The Theory of the Firm and the Structure of the Franchise Contract”, Journal of Law and Economics, 21 (1), 223–33.

Sarkar, Mitra Barun, Brian Butler, and Charles Steinfield (1995), “Intermediaries and Cybermediaries: A Continuing Role for Mediating Players in the Electronic Marketplace”, Journal of Computer-Mediated Communication, 1 (3).

Schurr, Paul H. and Julie L. Ozanne (1985), “Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness”, Journal of Consumer Research, 11 (4), 939–53.

Sorescu, Alina, Ruud T. Frambach, Jagdip Singh, Arvind Rangaswamy, and Cheryl Bridges (2011), “Innovations in Retail Business Models”, Journal of Retailing, 87 (Supplement 1), S3–S16.

Stern, Louis W., ed. (1969), Distribution Channels: Behavioral Dimensions. Boston: Houghton Mifflin.

Stern, Louis W. and Torger Reve (1980), “Distribution Channels as Political Economies: A Framework for Comparative Analysis”, Journal of Marketing, 44 (3), 52–64.

Sullivan, Mary W. (1997), “Slotting Allowances and the Market for New Products”, Journal of Law and Economics, 40 (2), 461–94.

Verhoef, Peter C., P.K. Kannan, and J. Jeffrey Inman (2015), “From Multi-Channel Retailing to Omni-Channel Retailing: Introduction to the Special Issue on Multi-Channel Retailing”, Journal of Retailing, 91 (2), 174–81.

Wathne, Kenneth H. and Jan B. Heide (2000), “Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions”, Journal of Marketing, 64 (4), 36–51.

Watson, George F., IV, Stefan Worm, Robert W. Palmatier, and Shankar Ganesan (2015), “The Evolution of Marketing Channels: Trends and Research Directions”, Journal of Retailing, 91 (4), 546–68.

Wuyts, Stefan and Inge Geyskens (2005), “The Formation of Buyer–Supplier Relationships: Detailed Contract Drafting and Close Partner Selection”, Journal of Marketing, 69 (4), 103–17.

Zhang, Jonathan Z., George F. Watson IV, Robert W. Palmatier, and Rajiv P. Dant (2016), “Dynamic Relationship Marketing”, Journal of Marketing, 80 (5), 53–75.

Zhu, Feng and Qihong Liu (2018), “Competing with Complementors: An Empirical Look at Amazon.com”, Strategic Management Journal, 39 (10), 2618–42.