Publication | Closed Access
A Strategic Paradigm for Predicting Manufacturer‐Reseller Conflict
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1989
Year
NegotiationOrganizational ConflictIndustrial OrganizationManagementConflict ManagementCompetition IssueChannel PoliciesPotential ConflictSupply Chain ManagementStrategic ManagementMarketingManufacturing StrategyStrategic ParadigmSupplier RelationshipBusinessMultichannel ManagementStrategic SourcingBusiness StrategyCompetitor AnalysisChannel Design
This article describes a framework for manufacturers to predict the level of channel conflict that they will probably experience based on channel design, channel policies and differences from their resellers in key factors. Three levels of conflict are described and different management approaches are suggested for high and low levels of potential conflict.