The impact of e-business infusion on channel coordination, conflict and reseller performance

Talai Osmonbekov; Daniel C. Bello; David I. Gilliland

doi:10.1016/j.indmarman.2008.03.005

The impact of e-business infusion on channel coordination, conflict and reseller performance

Talai Osmonbekov, Daniel C. Bello, David I. Gilliland

Marketing & Strategy

Research output: Contribution to journal › Article › peer-review

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
Pages (from-to)	778-784
Number of pages	7
Journal	Industrial Marketing Management
Volume	38
Issue number	7
DOIs	https://doi.org/10.1016/j.indmarman.2008.03.005
Publication status	Published - Oct 2009

Keywords

e-Business
infusion
coordination
conflict
reseller performance

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10.1016/j.indmarman.2008.03.005

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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.",

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AU - Gilliland, David I.

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AB - 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.

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KW - coordination

KW - conflict

KW - reseller performance

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The impact of e-business infusion on channel coordination, conflict and reseller performance

Abstract

Keywords

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