... only Triadic exchange relationships Network theory Retailer commitment Asset-specific investments Guanxi Channel management National Science and Technology Council MOST 108-2410-H-031-007-MY2 This work was funded by National Science and Technology Council, MOST 108-2410-H-031...

... channel manage. Corresponding author Fanglan Pang 1125377322@qq.com Disclosure statement: No potential conflict of interest was reported by the authors. 08 01 2025 30 06 2025 03 11 2025 14 02 2026 06 03 2026 © 2026 Emerald Publishing Limited 2026...

... Limited 2024 Emerald Publishing Limited Licensed re-use rights only Dual-channel supply chain Online reviews In-sale service Pricing Coordination mechanism Operations management Retailing Business-to-Business marketing Channel management Pricing strategy Let...

... Distributor relationship features Dependence Network centrality Similarity Spillover effects Channel management Previous research suggests that reward [ 1 ] is a compliance-gaining tactic that manufacturers frequently use to arrive at desired actions from their distributors (Chu et al...

... in other countries and industries will better generalise the study’s findings. Practical implications The study recommends that channel managers use power sources to build trust in channel leaders. Consequently, they will be able to emphasise those specific power sources while developing channel...

... digital marketing channels should be put forward for sales offerings that are categorized as low risk. The coupled framework will guide commercial directors on how they can manage the empowered B2B buyer by adapting their channel strategy. Channel management Direct marketing Personal selling...

... perspective in studying reseller management. Case studies Governance Channel relationships Channel management Essi Pöyry can be contacted at: essi.poyr@aalto.fi 18 04 2016 05 09 2016 © Emerald Publishing Limited 2018 Emerald Publishing Limited Licensed re-use rights...

... Group Publishing Limited Licensed re-use rights only Buyer–seller relationship Channel management Controlling supplier opportunism is a core challenge for a manufacturer working with multiple supplier groups. Opportunism can easily undermine product quality (Noordewier et al...

... and manufacturers. Naveen Donthu can be contacted at: ndonthu@gsu.edu © Emerald Group Publishing Limited 2013 Channel management Promotion Trade promotions Forward buying Channel cost Simulations Channel relationships Cost reduction Forward buying creates problems...

... to reconstruct the supply chain and make it more efficient, a process that will disrupt traditional channels, resulting in conflict both internally among the supplier’s channel managers and externally with distribution partners. Academic research Firms benefit from hybrid distribution strategies...

...,indicating the attractiveness of the relationship relative to others (Thibaut and Kelley, 1959). © MCB UP Limited 1995 Channel management Channel relationships Contract law Office equipment Strategy Supplier relations Transactional analysis Empirical works by Palay (1985...

... to retain their niche and avoid being taken over, the above being capable of performing many of their functions themselves. © MCB UP Limited 1992 Channel management Environmental analysis Industrial marketing AN EXTENDED FRAMEWORK FOR ADJUSTING CHANNEL STRATEGIES IN INDUSTRIAL MARKETS Mini...

... be facilitated through an analytical approach that considers variations in customer requirements, buying power and contact costs. Concludes that implementing a successful multiple sales channel strategy offers impressive productivity opportunities. © MCB UP Limited 1991 Channel management Channel...