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| Author: | Lassar, W. M. Kerr, J. L. |
| Title: | Strategy and control in supplier/distributor relationships (Vertriebsorganisation) |
| Journal: | Strategic Management Journal
1996 : OCT, VOL. 17:8, p. 613-632 |
| Index terms: | |
| Freeterms: | UNTERNEHMENSSTRATEGIE, HANDELSBETRIEBE, KONKURRENZ |
| Language: | eng |
| Abstract: | This paper examines the influence of competitive strategy on the relationship between suppliers and their distribution networks. Drawing on agency theory, hypotheses are developed specifying the appropriate match between manufacturer strategies and systems of control within distribution channels. Cluster analysis is used to show distinct differences in channel management and structure for the strategies of cost leadership, differentiation and focus. Results suggest that variation in control relationship may be explained by the demands posed by manufacturers' competitive strategies. |
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