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Distribution channel dynamics: Sharing or not sharing information between members?

Author

Listed:
  • Adèle Fouché

    (AMU - Aix Marseille Université, CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

  • François Fulconis

    (AU - Avignon Université, •JPEG - Laboratoire des sciences Juridiques, Politique, Economiques et de Gestion - AU - Avignon Université, CRET-LOG - Centre de Recherche sur le Transport et la Logistique - AMU - Aix Marseille Université, AMU - Aix Marseille Université)

  • Gilles Paché

    (AMU - Aix Marseille Université, CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

Abstract

Every distribution channel involves the efficient organization of product exchanges between manufacturers, large retailers, and wholesalers, typically supported by logistics service providers. Managing the physical flow of goods from factories to stores, pick-up points, or consumers' homes necessitates the parallel exchange of information related to order tracking, stock levels, and order preparation, among other things. However, for strategic reasons, it is not uncommon for members of the distribution channel to be reluctant to share certain information deemed "sensitive" with their business partners. The question of whether to share information among distribution channel members has garnered significant interest from management researchers. Debates center around the appropriate level of informational transparency needed for a distribution channel to achieve optimal performance. This paper highlights the existence of two opposing views: one that focuses on the benefits of information sharing and another that emphasizes the associated risks. Building on this observation, whose major limitation is the binary nature of the information transparency/opacity dichotomy, the authors propose a "waves model." The model identifies a succession of phases of information sharing and retention, which are influenced by the presence of critical incidents during a business relationship.

Suggested Citation

  • Adèle Fouché & François Fulconis & Gilles Paché, 2024. "Distribution channel dynamics: Sharing or not sharing information between members?," Post-Print hal-04962126, HAL.
    • Handle: RePEc:hal:journl:hal-04962126
    Note: View the original document on HAL open archive server: https://univ-avignon.hal.science/hal-04962126v1
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    File URL: https://univ-avignon.hal.science/hal-04962126v1/document
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    References listed on IDEAS

    as
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    Full references (including those not matched with items on IDEAS)

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