A model of the antecedents of multiple channel usage

Journal of Retailing and Consumer Services

Volumn 15, Issue 1, 2008, Pages 32-41

  Coelho, Filipe ^a   Easingwood, Chris ^b  

^a UNIVERSITY OF COIMBRA   (Portugal)

^b UNIVERSITY OF MANCHESTER   (United Kingdom)

Author keywords

Distribution; Financial services; Multiple channels

Indexed keywords

COMPETITIVENESS; FINANCIAL SERVICES; INDUSTRIAL PERFORMANCE; INDUSTRIAL PRACTICE; STRATEGIC APPROACH;

EURASIA; EUROPE; UNITED KINGDOM; WESTERN EUROPE;

EID: 35748933849     PISSN: 09696989     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretconser.2007.03.002     Document Type: Article

References (57)

1. Achrol R.S., Reve T., and Stern L.W. The environment of marketing channel dyads: a framework for comparative analysis. Journal of Marketing 47 4 (1983) 55-67
2. Aiken L.S., and West S.G. Multiple regression: testing and interpreting interactions (1991), Sage, London
3. Alba J., Lynch J., Janiszewski C., Lutz R., and Sawyer A. Interactive home shopping: consumer, retailer, and manufacturer incentives to participate in electronic marketplaces. Journal of Marketing 61 3 (1997) 38-53
4. Aldrich H.E. Organisations and Environments (1979), Prentice-Hall, Englewood Cliffs
5. Andaleeb S.S. Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels. International Journal of Research in Marketing 12 2 (1995) 157-172
6. Anderson E., Chu W., and Weitz B. Industrial purchasing: an empirical exploration of the buyclass framework. Journal of Marketing 51 3 (1987) 71-86
7. Barney J. The resource-based model of the firm: origins, implications, and prospects. Journal of Management 17 1 (1991) 97-98
8. Bello D.C., and Gilliland D.I. The effect of output controls, process controls, and flexibility on export channel performance. Journal of Marketing 61 1 (1997) 22-38
9. Bengtsson M., and Kock S. "Co-opetition" in business networks-to cooperate and compete simultaneously. Industrial Marketing Management 29 5 (2000) 411-416
10. Bradach J.L., and Eccles R.G. Price, authority, and trust: from ideal types to plural forms. Annual Review of Sociology 15 (1989) 97-118
11. Brandenburger A.M., and Nalebuff B.J. Co-Opetition (1996), Doubleday, New York
12. Bucklin L.P., Ramaswamy V., and Majumdar S.K. Analysing channel structures of business markets via the structure-output paradigm. International Journal of Research in Marketing 13 11 (1996) 73-87
13. Burke M.C. Strategic choice and marketing managers: an examination of business-level marketing objectives. Journal of Marketing Research 21 4 (1984) 345-359
14. Cespedes F.V. Control vs. resources in channel design: distribution differences in one industry. Industrial Marketing Management 17 3 (1988) 215-227
15. Cespedes F.V., and Corey R. Managing multiple channels. Business Horizons 33 4 (1990) 67-77
16. Chandler A.D. Organizational capabilities and the economic history of the industrial enterprise. Journal of Economic Perspectives 6 3 (1992) 79-100
17. Child J. Organizational structure, environment and performance: the role of strategic choice. Sociology 6 (1972) 2-22
18. Coelho F., and Easingwood C. Determinants of multiple channel choice in financial services: an environmental uncertainty model. Journal of Services Marketing 19 4 (2005) 199-211
19. Cravens D.W. Strategic Marketing. sixth ed (2000), McGraw-Hill, Boston
20. Degeratu A.M., Rangaswamy A., and Wu J. Consumer choice behavior in online and traditional supermarkets: the effects of brand name, price, and other search attributes. International Journal of Research in Marketing 17 1 (2000) 55-78
21. Diamantopoulos A., and Winklhofer H.M. Index construction with formative indicators: an alternative to scale development. Journal of Marketing Research 38 2 (2001) 269-277
22. Dozoretz J., and Matanovich T. The deadly dynamics of price competition. Marketing Research 14 (2002) 26-31
23. Dutta S., Bergen M., Heide J.B., and John G. Understanding dual distribution: the case of reps and house accounts. Journal of Law, Economics, & Organisation 11 1 (1995) 189-205
24. Dwyer R., and Welsh M.A. Environmental relationships of the internal political economy of marketing channels. Journal of Marketing Research 22 4 (1985) 397-414
25. Easingwood C., and Coelho F. Single versus multiple channel strategies: typologies and drivers. Service Industries Journal 23 2 (2003) 31-46
26. Easingwood C., and Storey C. The value of multi-channel distribution systems in the financial services sector. Service Industries Journal 16 2 (1996) 223-241
27. Farris P., Oliver J., and Kluyver C. The relationship between distribution and market share. Marketing Science 8 2 (1989) 107-127
28. Filloto U., Tanzi P.M., and Saita F. Customer needs and front-office technology adoption. International Journal of Bank Marketing 15 1 (1997) 13-21
29. Frazier G.L. Organizing and managing channels of distribution. Journal of the Academy of Marketing Science 27 2 (1999) 226-240
30. Frazier G.L., and Lassar W.M. Determinants of distribution intensity. Journal of Marketing 60 4 (1996) 39-51
31. Gaski J.F., and Nevin J.R. The differential effects of exercised and unexercised power sources in a marketing channel. Journal of Marketing Research 22 2 (1985) 130-142
32. Gassenheimer, J.B., Hunter, G.L., Siguaw, J.A., 2006. An evolving theory of hybrid distribution: taming a hostile supply network. Industrial Marketing Management, in press, doi:10.1016/j.indmarman.2006.02.007.
33. Gatignon H., and Robertson T.S. Innovative decision processes. In: Robertson T.S., and Kassarjian H.H. (Eds). Handbook of Consumer Behavior (1991), Prentice-Hall, Englewood Cliffs
34. Hair J., Bush R.P., and Ortinau D.J. Marketing Research: Within a Changing Information Environment. second ed (2002), McGraw-Hill, London
35. Hamel, G., Prahalad, C.K., 1995. Strategic intent. In: Mintzberg, H., Quinn, J.B., Ghoshal, S. (Eds.), The Strategy Process, European ed., Prentice-Hall, London, pp. 34-40.
36. Hibbard J.D., Kumar N., and Stern L.W. Examining the impact of destructive acts in marketing channel relationships. Journal of Marketing Research 38 1 (2001) 45-61
37. Howell R.D. Covariance structure and measurement issues: a note on "Interrelations among a channel entity's power sources". Journal of Marketing Research 24 1 (1987) 119-126
38. Im S., Bayus B.L., and Mason C.H. An empirical study of innate consumer innovativeness, personal characteristics, and new-product adoption behaviour. Journal of the Academy of Marketing Science 31 1 (2003) 61-73
39. Jap S.D. Perspectives on joint competitive advantages in buyer-seller relationships. International Journal of Research in Marketing 18 1-2 (2001) 19-35
40. Klein S., Frazier G.L., and Roth V.J. A transaction cost analysis model of channel integration in international markets. Journal of Marketing Research 27 2 (1990) 196-208
41. Lassar W.M., and Kerr J.L. Strategy and control in supplier-distributor relationships: an agency perspective. Strategic Management Journal 17 8 (1996) 613-632
42. Majumdar S.K., and Ramaswamy V. Explaining downstream integration. Managerial and Decision Economics 15 2 (1994) 119-129
43. Majumdar S.K., and Ramaswamy V. Going direct to market: the influence of exchange conditions. Strategic Management Journal 16 5 (1995) 353-372
44. Moriarty R., and Moran U. Managing hybrid marketing systems. Harvard Business Review 68 6 (1990) 146-155
45. Netemeyer R.G., Pulig C., and Bearden W.O. Some Observations on Self-Report Paper and Pencil Measures. Society for Marketing Advances Distinguished Scholar Series (2001), Elsevier, New York
46. Pfeffer J., and Salancik G.R. The External Control of Organisations: A Resource Dependence Perspective (1978), Harper and Row, London
47. Rangan V.K., Menezes M.A.J., and Maier E.P. Channel selection for new industrial products: a framework, method, and application. Journal of Marketing 56 3 (1992) 69-82
48. Rangan V.K., Corey E.R., and Cespedes F. Transaction cost theory: inferences from field clinical research on downstream vertical integration. Organisation Science 4 3 (1993) 454-477
49. Rogers E.M. Diffusion of Innovations (1995), Free Press, New York
50. Sa Vinhas A., and Anderson E. How potential conflict drives channel structure: concurrent (direct and indirect) channels. Journal of Marketing Research 42 4 (2005) 507-515
51. Schiffman L.G., and Kanuk L.L. Consumer Behaviour. fourth ed. (1991), Prentice-Hall, London
52. Stern L.W., Studirvant F.D., and Getz G.A. Accomplishing marketing channel change: paths and pitfalls. European Management Journal 11 1 (1993) 1-8
53. Stern L.W., El-Ansary A.I., and Coughlan A.T. Marketing Channels. fifth ed (1996), Prentice-Hall, London
54. The Economist, 2000. Shopping around the Web. Internet Survey, February 26th-March 3rd, p. 16.
55. Webb K.L., and Hogan J.E. Hybrid channel conflict: causes and effects on channel performance. Journal of Business and Industrial Marketing 17 5 (2002) 338-356
56. Wheelwright S.C., and Clark K.B. Revolutionizing Product Development (1992), The Free Press, New York
57. Zettelmeyer F. Expanding to the internet: pricing and communications strategies when firms compete on multiple channels. Journal of Marketing Research 37 3 (2000) 292-308