Multi-channel strategy in business-to-business markets: Prospects and problems

Industrial Marketing Management

Volumn 36, Issue 1, 2007, Pages 4-9

  Rosenbloom, Bert ^a  

^a DREXEL UNIVERSITY   (United States)

Author keywords

Channel coordination; Channel management; Integrated multiple channels; Multi channel strategy; Multiple channels

Indexed keywords

EID: 33751394447     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2006.06.010     Document Type: Article

References (19)

1. Cespedes F.V., and Corey R. Managing multiple channels. Business Horizons 33 4 (1990) 65-11
2. Coelho F., Easingwood C., and Coelho A. Exploratory evidence of channel performance in single vs. multiple channel strategy. International Journal of Retail and Distribution Management 31 (2003) 561-563
3. Fein A.J., and Jap S.D. Manage consolidation in the distribution channel. Sloan Management Review (1999, Fall) 61-72
4. Fites D.V. Make your dealers your partners. Harvard Business Review (1996, March-April) 84-95
5. Frazier G.L. Organizing and managing channels of distribution. Journal of the Academy of Marketing Science 27 (1999, Spring) 226-240
6. Frazier G.L., and Rody R.C. The use of influence strategies in interfirm relationships in industrial product channels. Journal of Marketing (1991, January) 52-69
7. Friedman L.G., and Furey T.R. The channel advantage (1999), Butterworth-Heinemann, Boston
8. Jackson Jr. D.W., and Walker B.J. The channel manager: Marketing's newest aide?. California Management Review 23 (1980) 59-65
9. Johnson M.D., and Selnes F. Customer portfolio management: Toward a dynamic theory of exhange relationships. Journal of Marketing 68 (2004, April) 1-17
10. Kim D., Cavusgil T.S., and Calantone R.J. Information system innovations and supply chain management: Channel relationships and firm performance. Journal of the Academy of Marketing Science 34 (2006, Winter) 40-54
11. Mehta R., Larsen T., Rosenbloom B., and Ganitsky J. The impact of cultural differences in U.S. business-to-business marketing channel strategic alliances. Industrial Marketing Management 35 (2006) 156-165
12. Mohr J., and Nevin J.R. Communication strategies in marketing channels: A theoretical perspective. Journal of Marketing 54 (1999, October) 36-51
13. Montoya-Weiss M., Voss G.B., and Grewal D. Determinants of online channel use and overall satisfaction with a relational, multichannel service providers. Journal of the Academy of Marketing Science 31 (2003, Fall) 448-458
14. Narus J.A., and Anderson J.C. Rethinking distribution. Harvard Business Review (1996, July-August) 112-120
15. Payne A., and Frow P. The role of multichannel integration in customer relationship management. Industrial Marketing Management 33 6 (2004) 523-528
16. Rangaswamy A., and Van Bruggen G.H. Opportunities and challenges in multichannel marketing: An introduction to the special issue. Journal of Interactive Marketing 19 2 (2005, Spring) 5-11
17. Reshare Distribution Management. Retrieved from http://www.reshare.com (February,2006).
18. Rosenbloom B. Marketing channels: A management view. 7th edition (2004), Thomson/South-Western, Mason, Ohio
19. Verhoef P.C., and Donkers B. The effect of acquisition channels on customer loyalty and cross-buying. Journal of Interactive Marketing 19 2 (2005, Spring) 574-584