Abstract
Manufacturer-reseller interactions are becoming more technology-enabled as channels of distribution increasingly utilize e-business tools on the Internet. This research examines the performance consequences for resellers as these technological advances are applied to distribution activities between channel members. Using a sample of 216 resellers of computer products, the research explores the impact of e-business tools in 2 areas of manufacturer-reseller interactions: supply tasks and demand tasks. The results suggest that e-business in supply tasks increases relationship coordination between manufacturer and reseller, whereas e-business in demand tasks increases coordination as well as conflict within the channel dyad. The increase of conflict constitutes a potential "dark side" of e-business in channel relationships that may provide an explanation for e-business implementation failures and negative returns on investment in technology.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 778-784 |
| Number of pages | 7 |
| Journal | Industrial Marketing Management |
| Volume | 38 |
| Issue number | 7 |
| DOIs | |
| State | Published - Oct 2009 |
Keywords
- Conflict
- Coordination
- Infusion
- Reseller performance
- e-Business
ASJC Scopus subject areas
- Marketing