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When electronic management tools work – and don't work – in social-based distribution channels : a study of IT manufacturers and resellers
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Lee, Nick, Gilliland, David I., Bello, Daniel C. and Osmonbekov, Talai (2011) When electronic management tools work – and don't work – in social-based distribution channels : a study of IT manufacturers and resellers. Journal of Business Research, 64 (10). pp. 1017-1024. doi:10.1016/j.jbusres.2011.04.006 ISSN 0148-2963.
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Official URL: http://dx.doi.org/10.1016/j.jbusres.2011.04.006
Abstract
Electronic information tools have become increasingly popular with channel manufacturers in their efforts to manage resellers. Although these tools have been found to increase the efficiency of communications, researchers and practitioners alike have questioned their effectiveness. To investigate how top-down electronic information affects social channel relationships we consider the use of such tools in information technology distribution channels. Using electronic communications theory and channel governance theory we hypothesize that the usefulness of the tools is a function of the type of information inherent in each tool (demand creation information or supply fulfillment information) and the particular communications characteristics of this information.
Item Type: | Journal Article | ||||
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Divisions: | Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School |
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Journal or Publication Title: | Journal of Business Research | ||||
Publisher: | Elsevier Inc. | ||||
ISSN: | 0148-2963 | ||||
Official Date: | 2011 | ||||
Dates: |
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Volume: | 64 | ||||
Number: | 10 | ||||
Page Range: | pp. 1017-1024 | ||||
DOI: | 10.1016/j.jbusres.2011.04.006 | ||||
Status: | Peer Reviewed | ||||
Publication Status: | Published | ||||
Access rights to Published version: | Restricted or Subscription Access |
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