The Impact of Environmental/ Situational Forces on Industrial Channel Management

Building on the recently developed Achrol‐Reve‐Stern framework for the analysis of the marketing channel environment, this article examines the relationships between a number of environmental circumstances and selected intrachannel phenomena including power, conflict, dealer satisfaction, and performance in an industrial channel setting. The principal finding is that of minimal impact of the environmental conditions studied.

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Year of publication:	1989
Authors:	Gaski, John F.
Published in:	European Journal of Marketing. - MCB UP Ltd, ISSN 1758-7123, ZDB-ID 2002936-6. - Vol. 23.1989, 2, p. 15-30
Publisher:	MCB UP Ltd
Subject:	Conflict \| Distribution channels \| Channel management \| Alliances \| Marketing \| Organizational theory

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/EUM0000000000543 [DOI]
Source:	Other ZBW resources

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