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

Author

Listed:
  • Lee, Nick
  • Gilliland, David I.
  • Bello, Daniel C.
  • Osmonbekov, Talai

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.

Suggested Citation

  • Lee, Nick & Gilliland, David I. & Bello, Daniel C. & Osmonbekov, Talai, 2011. "When electronic management tools work - and don't work - in social-based distribution channels: A study of IT manufacturers and resellers," Journal of Business Research, Elsevier, vol. 64(10), pages 1017-1024, October.
    • Handle: RePEc:eee:jbrese:v:64:y:2011:i:10:p:1017-1024
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    1. Neringa Vilkaite-Vaitone & Karolina Povilaitiene, 2022. "E-Management as a Game Changer in Local Public Administration," Economies, MDPI, vol. 10(8), pages 1-16, July.
    2. Gilliland, David I. & Rudd, John M., 2013. "Control of electronic channel affiliates: An exploratory study and research propositions," Journal of Business Research, Elsevier, vol. 66(12), pages 2650-2656.

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