IDEAS home Printed from https://ideas.repec.org/a/sae/manlab/v47y2022i3p385-395.html
   My bibliography  Save this article

Managing Channel Partner Conflict: The Case of Z-Tel Mobile, India

Author

Listed:
  • Manoj Gour Chintaluri
  • Bala Subramanian R.

Abstract

A channel partner is a third party involved in sales and services. They act as a front end for the organization and play a vital role in promoting the business. If a channel partner acts against the business, what options are left with the company? The case narrates such a scenario of conflict between a leading mobile telephony business player and its channel partner in Andhra Pradesh Telecom Circle, India. The channel partner created chaos by intimidating the sales team and approached the distributor association to address the conflict. The association initiated a boycott of business related to the company in that region. It became imperative for the COO of that organization to resolve the issue without compromising its image and business interests. The case involves stakeholders such as channel partners, distributors, a trade body and the sales employees of the organization. The resolution of the issue is embedded in the theoretical aspects of negotiation and social exchange theory.

Suggested Citation

  • Manoj Gour Chintaluri & Bala Subramanian R., 2022. "Managing Channel Partner Conflict: The Case of Z-Tel Mobile, India," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 47(3), pages 385-395, August.
    • Handle: RePEc:sae:manlab:v:47:y:2022:i:3:p:385-395
    DOI: 10.1177/0258042X221080245
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/0258042X221080245
    Download Restriction: no
    File URL: https://libkey.io/10.1177/0258042X221080245?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sae:manlab:v:47:y:2022:i:3:p:385-395. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: SAGE Publications (email available below). General contact details of provider: http://www.xlri.ac.in/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.