메뉴 건너뛰기




Volumn 32, Issue 4, 2004, Pages 178-189

Channel collaboration and firm value proposition

Author keywords

Channel relationships; Customer satisfaction; Retail trade; Value chain

Indexed keywords


EID: 84986163896     PISSN: 09590552     EISSN: None     Source Type: Journal    
DOI: 10.1108/09590550410528953     Document Type: Article
Times cited : (43)

References (51)
  • 1
    • 0037262494 scopus 로고    scopus 로고
    • The structure of reseller goals and performance in marketing channels
    • Achrol, R.S. and Etzel, M.J. (2003), “The structure of reseller goals and performance in marketing channels”, Journal of the Academy of Marketing Science, Vol. 31 No. 2, pp. 146-63.
    • (2003) Journal of the Academy of Marketing Science , vol.31 , Issue.2 , pp. 146-163
    • Achrol, R.S.1    Etzel, M.J.2
  • 2
  • 4
  • 5
    • 84986082565 scopus 로고    scopus 로고
    • Implementation hurdles of ECR partnerships – the German food sector as an ECR case study
    • Borchert, S. (2002), “Implementation hurdles of ECR partnerships – the German food sector as an ECR case study”, International Journal of Retail and Distribution Management, Vol. 30 No. 7, pp. 354-60.
    • (2002) International Journal of Retail and Distribution Management , vol.30 , Issue.7 , pp. 354-360
    • Borchert, S.1
  • 6
    • 0001865639 scopus 로고
    • Channel partnerships streamline distribution
    • Buzzell, R.D. and Ortmeyer, G. (1995), “Channel partnerships streamline distribution”, Sloan Management Review, Vol. 36 No. 3, pp. 85-96.
    • (1995) Sloan Management Review , vol.36 , Issue.3 , pp. 85-96
    • Buzzell, R.D.1    Ortmeyer, G.2
  • 7
    • 0001878819 scopus 로고
    • A paradigm for developing better measures of marketing constructs
    • Churchill, G.A. Jr (1979), “A paradigm for developing better measures of marketing constructs”, Journal of Marketing Research, Vol. XVI, pp. 64-73.
    • (1979) Journal of Marketing Research , vol.XVI , pp. 64-73
    • Churchill, G.A.1
  • 9
    • 84986154321 scopus 로고    scopus 로고
    • Are co-operation and trust confused with power? An analysis of food retailing in Australia and the UK
    • Daprian, G.P. and Hogarth-Scott, S. (2003), “Are co-operation and trust confused with power? An analysis of food retailing in Australia and the UK”, International Journal of Retail & Distribution Management, Vol. 31 No. 5, pp. 256-67.
    • (2003) International Journal of Retail & Distribution Management , vol.31 , Issue.5 , pp. 256-267
    • Daprian, G.P.1    Hogarth-Scott, S.2
  • 11
    • 1342330159 scopus 로고    scopus 로고
    • Superiority in customer relationship management: consequences for competitive advantage and performance
    • Working Paper (September 2002), supported by Marketing Science Institute (MSI), The Wharton School, University of Pennsylvania.
    • Day, G.S. and Van den Bulte, C. (2002), “Superiority in customer relationship management: consequences for competitive advantage and performance”, Working Paper (September 2002), supported by Marketing Science Institute (MSI), The Wharton School, University of Pennsylvania.
    • (2002)
    • Day, G.S.1    Van den Bulte, C.2
  • 12
    • 84986083191 scopus 로고
    • Assessing advantage: a framework for diagnosing competitive superiority
    • Day, G.S. and Wensley, R. (1988), “Assessing advantage: a framework for diagnosing competitive superiority”, Journal of Marketing, Vol. 52, pp. 1-20.
    • (1988) Journal of Marketing , vol.52 , pp. 1-20
    • Day, G.S.1    Wensley, R.2
  • 13
    • 0037399314 scopus 로고    scopus 로고
    • Building alliance capability: management techniques for superior alliance performance
    • Draulans, J., deMan, A-P. and Volberda, H.W. (2003), “Building alliance capability: management techniques for superior alliance performance”, Long Range Planning, Vol. 36 No. 2, pp. 151-66.
    • (2003) Long Range Planning , vol.36 , Issue.2 , pp. 151-166
    • Draulans, J.1    deMan, A.-P.2    Volberda, H.W.3
  • 14
    • 0003349395 scopus 로고    scopus 로고
    • Strategic marketing and the resource based view of the firm
    • available at:
    • Fahy, J. and Smithee, A. (1999), “Strategic marketing and the resource based view of the firm”, Academy of Marketing Science Review, Vol. 99 No. 10, available at: www.amsreview.org/amsrev/theory/fahy10-99.html.
    • (1999) Academy of Marketing Science Review , vol.99 , Issue.10
    • Fahy, J.1    Smithee, A.2
  • 16
    • 0036811331 scopus 로고    scopus 로고
    • Exploring the phenomenon of customers' desired value change in a business-to-business context
    • Flint, D.J., Woodruff, R.B. and Gardial, S.F. (2002), “Exploring the phenomenon of customers' desired value change in a business-to-business context”, Journal of Marketing, Vol. 66, pp. 102-17.
    • (2002) Journal of Marketing , vol.66 , pp. 102-117
    • Flint, D.J.1    Woodruff, R.B.2    Gardial, S.F.3
  • 17
    • 22644450074 scopus 로고    scopus 로고
    • Organizing and managing channels of distribution
    • Frazier, G.L. (1999), “Organizing and managing channels of distribution”, Journal of the Academy of Marketing Science, Vol. 27, pp. 226-40.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , pp. 226-240
    • Frazier, G.L.1
  • 18
    • 84968099966 scopus 로고
    • The resource-theory of competitive advantage: implications for strategy formulation
    • Grant, R. (1991), “The resource-theory of competitive advantage: implications for strategy formulation”, California Management Review, Vol. 33 No. 3, pp. 114-35.
    • (1991) California Management Review , vol.33 , Issue.3 , pp. 114-135
    • Grant, R.1
  • 20
    • 0032355264 scopus 로고    scopus 로고
    • Market orientation and organizational performance: is innovation a missing link?
    • Han, J.K., Kim, N. and Srivastava, R.K. (1998), “Market orientation and organizational performance: is innovation a missing link?”, Journal of Marketing, Vol. 62, pp. 30-45.
    • (1998) Journal of Marketing , vol.62 , pp. 30-45
    • Han, J.K.1    Kim, N.2    Srivastava, R.K.3
  • 21
    • 0002970520 scopus 로고    scopus 로고
    • Efficient consumer response (ECR): a survey of the Australian grocery industry
    • Harris, J.K., Swatman, P.M.C. and Kurnia, S. (1999), “Efficient consumer response (ECR): a survey of the Australian grocery industry”, Supply Chain Management, Vol. 4 No. 1, pp. 35-42.
    • (1999) Supply Chain Management , vol.4 , Issue.1 , pp. 35-42
    • Harris, J.K.1    Swatman, P.M.C.2    Kurnia, S.3
  • 22
    • 84992956459 scopus 로고    scopus 로고
    • Developing an inter-organization relational management perspective
    • Harvey, M. and Speier, C. (2000), “Developing an inter-organization relational management perspective”, Journal of Marketing Channels, Vol. 7 No. 4, pp. 23-44.
    • (2000) Journal of Marketing Channels , vol.7 , Issue.4 , pp. 23-44
    • Harvey, M.1    Speier, C.2
  • 23
    • 11344262144 scopus 로고
    • Interorganizational governance in marketing channels
    • Heide, J.B. (1994), “Interorganizational governance in marketing channels”, Journal of Marketing, Vol. 58, pp. 71-85.
    • (1994) Journal of Marketing , vol.58 , pp. 71-85
    • Heide, J.B.1
  • 24
    • 3242718455 scopus 로고    scopus 로고
    • Collaborative planning, forecasting and replenishment: new solutions needed for mass collaboration
    • Holmström, J., Framling, K. and Kaipia, R. et al. (2002), “Collaborative planning, forecasting and replenishment: new solutions needed for mass collaboration”, Supply Chain Management: An International Journal, Vol. 7 No. 3, pp. 136-45.
    • (2002) Supply Chain Management: An International Journal , vol.7 , Issue.3 , pp. 136-145
    • Holmström, J.1    Framling, K.2    Kaipia, R.3
  • 25
    • 84986105351 scopus 로고    scopus 로고
    • Discussions on ECR – English summaries
    • in Home, N. (Ed.), HSE Publications B-46, HeSE print, Helsinki.
    • Home, N. (2003), “Discussions on ECR – English summaries”, in Home, N. (Ed.), Puheenvuoroja ECR-toiminnasta, HSE Publications B-46, HeSE print, Helsinki.
    • (2003) Puheenvuoroja ECR-toiminnasta
    • Home, N.1
  • 27
    • 84986105341 scopus 로고    scopus 로고
    • Smart forecasts for smart consumers”, ECR Journal
    • Huchzermeier, A. and Iyer, A.V. (2003), “Smart forecasts for smart consumers”, ECR Journal, Vol. 3 No. 1, pp. 57-61.
    • (2003) , vol.3 , Issue.1 , pp. 57-61
    • Huchzermeier, A.1    Iyer, A.V.2
  • 28
    • 22444452646 scopus 로고    scopus 로고
    • Strategic integration in industrial distribution channels: managing the interfirm relationship as a strategic asset
    • Johnson, J.L. (1999), “Strategic integration in industrial distribution channels: managing the interfirm relationship as a strategic asset”, Journal of the Academy of Marketing Science, Vol. 27 No. 19, pp. 4-18.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.19 , pp. 4-18
    • Johnson, J.L.1
  • 29
    • 0042751563 scopus 로고    scopus 로고
    • Improving supply chain performance by efficient consumer response? A critical comparison of existing ECR approaches
    • Kotzab, H. (1999), “Improving supply chain performance by efficient consumer response? A critical comparison of existing ECR approaches”, Journal of Business and Industrial Marketing, Vol. 14 Nos 5/6, pp. 364-77.
    • (1999) Journal of Business and Industrial Marketing , vol.14 , Issue.5-6 , pp. 364-377
    • Kotzab, H.1
  • 30
    • 84986169791 scopus 로고    scopus 로고
    • Mutual customer approach: how industry and trade are executing collaborative customer relationship management
    • Kracklauer, A., Passenheim, O. and Seifert, D. (2001), “Mutual customer approach: how industry and trade are executing collaborative customer relationship management”, International Journal of Retail & Distribution Management, Vol. 29 No. 12, pp. 515-9.
    • (2001) International Journal of Retail & Distribution Management , vol.29 , Issue.12 , pp. 515-519
    • Kracklauer, A.1    Passenheim, O.2    Seifert, D.3
  • 32
    • 0036898788 scopus 로고    scopus 로고
    • Can distribution channels explain differences in marketing and sales performance measurement systems?
    • Löning, H. and Besson, M. (2002), “Can distribution channels explain differences in marketing and sales performance measurement systems?”, European Management Journal, Vol. 20 No. 6, pp. 597-609.
    • (2002) European Management Journal , vol.20 , Issue.6 , pp. 597-609
    • Löning, H.1    Besson, M.2
  • 33
    • 84986045472 scopus 로고
    • Exploration and exploitation in organizational learning
    • March, J.G. (1991), “Exploration and exploitation in organizational learning”, Organization Science, Vol. 2 No. 1, pp. 71-87.
    • (1991) Organization Science , vol.2 , Issue.1 , pp. 71-87
    • March, J.G.1
  • 34
    • 0010210312 scopus 로고
    • Alternative explanations of institutional change and channel evolution
    • in Möller, W.G. and Wilemon, D.I. (Eds), R.D., Irwin, Homewood, IL
    • McCammon, B.C. (1971), “Alternative explanations of institutional change and channel evolution”, in Möller, W.G. and Wilemon, D.I. (Eds), Marketing Channels – A Systems Viewpoint, R.D., Irwin, Homewood, IL, pp. 134-45.
    • (1971) Marketing Channels – A Systems Viewpoint , pp. 134-145
    • McCammon, B.C.1
  • 35
    • 0037254473 scopus 로고    scopus 로고
    • Trading off between value creation and value appropriation: the financial implications of shifts in strategic emphasis
    • Mizik, N. and Jacobson, R. (2003), “Trading off between value creation and value appropriation: the financial implications of shifts in strategic emphasis”, Journal of Marketing, Vol. 67, pp. 63-76.
    • (2003) Journal of Marketing , vol.67 , pp. 63-76
    • Mizik, N.1    Jacobson, R.2
  • 36
    • 84986096161 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan, R.M. and Hunt, S.D. (1994), “The commitment-trust theory of relationship marketing”, Journal of Marketing, Vol. 58, pp. 20-38.
    • (1994) Journal of Marketing , vol.58 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 38
    • 0002868560 scopus 로고    scopus 로고
    • The effect of governance structure on performance: a case study of efficient consumer response
    • Schmitz Whipple, J., Frankel, R. and Anselmi, K. (1999), “The effect of governance structure on performance: a case study of efficient consumer response”, Journal of Business, Vol. 20, pp. 43-62.
    • (1999) Journal of Business , vol.20 , pp. 43-62
    • Schmitz Whipple, J.1    Frankel, R.2    Anselmi, K.3
  • 39
    • 0037398219 scopus 로고    scopus 로고
    • Preliminary evidence on the composition of relational exchange and its outcomes: the distributor perspective
    • Siguaw, J.A., Baker, T.L. and Simpson, P.M. (2003), “Preliminary evidence on the composition of relational exchange and its outcomes: the distributor perspective”, Journal of Business Research, Vol. 56 No. 4, pp. 311-22.
    • (2003) Journal of Business Research , vol.56 , Issue.4 , pp. 311-322
    • Siguaw, J.A.1    Baker, T.L.2    Simpson, P.M.3
  • 40
    • 0042740744 scopus 로고    scopus 로고
    • A model of value creation: supplier behaviours and their impact on reseller perceived value
    • Simpson, P.M., Siquaw, J.A. and Baker, T.L. (2001), “A model of value creation: supplier behaviours and their impact on reseller perceived value”, Industrial Marketing Management, Vol. 30, pp. 119-34.
    • (2001) Industrial Marketing Management , vol.30 , pp. 119-134
    • Simpson, P.M.1    Siquaw, J.A.2    Baker, T.L.3
  • 41
    • 84986138199 scopus 로고    scopus 로고
    • Developing a customer-value based theory of the firm
    • Slater, S.F. (1997), “Developing a customer-value based theory of the firm”, Journal of the Academy of Marketing Science, Vol. 25 No. 2, pp. 162-7.
    • (1997) Journal of the Academy of Marketing Science , vol.25 , Issue.2 , pp. 162-167
    • Slater, S.F.1
  • 42
    • 23044518447 scopus 로고    scopus 로고
    • Intelligence generation and superior customer value
    • Slater, S.F. and Narver, J.C. (2000), “Intelligence generation and superior customer value”, Journal of the Academy of Marketing Science, Vol. 28 No. 1, pp. 120-7.
    • (2000) Journal of the Academy of Marketing Science , vol.28 , Issue.1 , pp. 120-127
    • Slater, S.F.1    Narver, J.C.2
  • 43
    • 0032373171 scopus 로고    scopus 로고
    • Market-based assets and shareholder value: a framework for analysis
    • Srivastava, R.K., Shervani, T.A. and Fahey, L. (1998), “Market-based assets and shareholder value: a framework for analysis”, Journal of Marketing, Vol. 62, pp. 2-18.
    • (1998) Journal of Marketing , vol.62 , pp. 2-18
    • Srivastava, R.K.1    Shervani, T.A.2    Fahey, L.3
  • 44
    • 0032383942 scopus 로고    scopus 로고
    • Assessing measurement invariance in cross-national consumer research
    • Steenkamp, J-P. and Baumgartner, H. (1998), “Assessing measurement invariance in cross-national consumer research”, Journal of Consumer Research, Vol. 25, pp. 78-93.
    • (1998) Journal of Consumer Research , vol.25 , pp. 78-93
    • Steenkamp, J.-P.1    Baumgartner, H.2
  • 45
    • 4243092094 scopus 로고    scopus 로고
    • Distribution equity: creating value through managing knowledge relationships with distribution channels
    • Sudharshan, D. and Sanchez, R. (1998), “Distribution equity: creating value through managing knowledge relationships with distribution channels”, Journal of Market Focused Management, Vol. 2, pp. 309-38.
    • (1998) Journal of Market Focused Management , vol.2 , pp. 309-338
    • Sudharshan, D.1    Sanchez, R.2
  • 46
    • 0342775775 scopus 로고    scopus 로고
    • Dynamic capabilities and strategic management
    • Teece, D.J., Pisano, G. and Shuen, A. (1997), “Dynamic capabilities and strategic management”, Strategic Management Journal, Vol. 18 No. 7, pp. 509-33.
    • (1997) Strategic Management Journal , vol.18 , Issue.7 , pp. 509-533
    • Teece, D.J.1    Pisano, G.2    Shuen, A.3
  • 47
    • 1242277924 scopus 로고    scopus 로고
    • The capabilities and performance advantages of market-driven firms
    • Vorhies, D.W., Harker, M. and Rao, C.P. (1999), “The capabilities and performance advantages of market-driven firms”, European Journal of Marketing, Vol. 33 Nos 11/12, pp. 1171-202.
    • (1999) European Journal of Marketing , vol.33 , Issue.11-12 , pp. 1171-1202
    • Vorhies, D.W.1    Harker, M.2    Rao, C.P.3
  • 48
    • 0010559406 scopus 로고    scopus 로고
    • Value creation in buyer-seller relationships: theoretical considerations and empirical results from a supplier's perspective
    • Walter, A., Ritter, T. and Gemuenden, H.G. (2001), “Value creation in buyer-seller relationships: theoretical considerations and empirical results from a supplier's perspective”, Industrial Marketing Management, Vol. 30, pp. 365-77.
    • (2001) Industrial Marketing Management , vol.30 , pp. 365-377
    • Walter, A.1    Ritter, T.2    Gemuenden, H.G.3
  • 49
    • 24344489986 scopus 로고    scopus 로고
    • Exploring the role of market learning capability in competitive strategy
    • Weerawardena, J. (2003), “Exploring the role of market learning capability in competitive strategy”, European Journal of Marketing, Vol. 37 No. 3/4, pp. 407-29.
    • (2003) European Journal of Marketing , vol.37 , Issue.3-4 , pp. 407-429
    • Weerawardena, J.1
  • 50
    • 0031536393 scopus 로고    scopus 로고
    • Customer value: the next source for competitive advantage
    • Woodruff, R.B. (1997), “Customer value: the next source for competitive advantage”, Journal of the Academy of Marketing Science, Vol. 25 No. 2, pp. 139-53.
    • (1997) Journal of the Academy of Marketing Science , vol.25 , Issue.2 , pp. 139-153
    • Woodruff, R.B.1
  • 51
    • 0040984002 scopus 로고
    • The capabilities of market-driven organizations
    • Day, G.S. (1994), “The capabilities of market-driven organizations”, Journal of Marketing, Vol. 58, pp. 37-52.
    • (1994) Journal of Marketing , vol.58 , pp. 37-52
    • Day, G.S.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.