Using transaction cost theory, considerable research in marketing has focused on the conditions under which firms would use direct or vertically integrated versus indirect or arms length channels of distribution. Data from the field, however, indicate that channel configurations are more varied...

Inspired by open systems theories like the structural contingency theory (Lawrence and Lorsch 1967), population ecology theory (Hannan and Freeman 1977), and resource dependence theory (Pfeffer and Salancik 1978), several marketing scholars have investigated how channels adapt and organize...

Designing distribution systems requires two decisions, one strategic (i.e., the number of levels between the producer and the customer) and the other tactical (i.e., channel management policies such as trade discounts and rebates). While the modeling literature focuses on one or the other,...

Distribution channel design is a complex decision involving (a) the strategic choice of the appropriate channel structure, and (b) the tactical selection of the appropriate intermediaries. This paper presents a decision framework and a model to aid management in the tactical selection of the...

Leaders of organizations in the social sector are under growing pressure to demonstrate their impacts on pressing societal problems such as global poverty. We review the debates around performance and impact, drawing on three literatures: strategic philanthropy, nonprofit management, and...

This paper proposes a channel design model based on the notion that distribution functions are the basic determinants of channel structure. The purpose of the model is to assist manufacturers in making effective channel decisions. The model evaluates what distribution structure the firm should...

Reply to commentaries (Blitzer, H. L. 1987. Commentary. 175–176 and Koon, R. E. 1987. Commentary. 177–178.) to author's paper (Rangan, V. K. 1987. The channel design decision: A model and an application. 156–174.).