When electronic management tools work - and don't work - in social-based distribution channels: a study of IT manufacturers and resellers

Nick Lee, David Gilliland, Daniel C. Bello, Talai Osmonbekov

Research output: Contribution to journalArticlepeer-review

Abstract

Electronic information tools have become increasingly popular with channel manufacturers in their efforts to manage resellers. Although these tools have been found to increase the efficiency of communications, researchers and practitioners alike have questioned their effectiveness. To investigate how top-down electronic information affects social channel relationships we consider the use of such tools in information technology distribution channels. Using electronic communications theory and channel governance theory we hypothesize that the usefulness of the tools is a function of the type of information inherent in each tool (demand creation information or supply fulfillment information) and the particular communications characteristics of this information.
Original languageEnglish
Pages (from-to)1017-1024
Number of pages8
JournalJournal of Business Research
Volume64
Issue number10
DOIs
Publication statusPublished - Oct 2011

Keywords

  • channel governance
  • social exchange
  • control processes
  • electronic management tools

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