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Multiple channels strategy implement...

Wallace, David William.

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Multiple channels strategy implementation: The role of channel alignment capabilities.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Multiple channels strategy implementation: The role of channel alignment capabilities./
Author:	Wallace, David William.
Description:	154 p.
Notes:	Source: Dissertation Abstracts International, Volume: 65-09, Section: A, page: 3477.
Contained By:	Dissertation Abstracts International65-09A.
Subject:	Business Administration, Marketing. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3147885
ISBN:	049606701X

Multiple channels strategy implementation: The role of channel alignment capabilities.
Wallace, David William.

Multiple channels strategy implementation: The role of channel alignment capabilities. - 154 p.

Source: Dissertation Abstracts International, Volume: 65-09, Section: A, page: 3477.

Thesis (Ph.D.)--Washington State University, 2004.

This dissertation examines the management of multiple channel distribution (MCD) strategies, in which the same product line is sold to the same target market by more than one channel. Such strategies potentially lead to important benefits: greater market coverage, enhanced service delivery provided by combined channels, higher sales, and ultimately better firm performance. With these benefits, however, come a variety of serious challenges, particularly with regard to established channel relationships. Because of these challenges, firms vary in the success with which they implement MCD strategies.

ISBN: 049606701XSubjects--Topical Terms:

1017573
Business Administration, Marketing.

Multiple channels strategy implementation: The role of channel alignment capabilities.
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100 1 $a Wallace, David William. $3 1910199
245 1 0 $a Multiple channels strategy implementation: The role of channel alignment capabilities.
300 $a 154 p.
500 $a Source: Dissertation Abstracts International, Volume: 65-09, Section: A, page: 3477.
500 $a Chair: Jean L. Johnson.
502 $a Thesis (Ph.D.)--Washington State University, 2004.
520 $a This dissertation examines the management of multiple channel distribution (MCD) strategies, in which the same product line is sold to the same target market by more than one channel. Such strategies potentially lead to important benefits: greater market coverage, enhanced service delivery provided by combined channels, higher sales, and ultimately better firm performance. With these benefits, however, come a variety of serious challenges, particularly with regard to established channel relationships. Because of these challenges, firms vary in the success with which they implement MCD strategies.
520 $a In the study, a survey of marketing and sales managers was combined with secondary data from a market research firm to examine the impact of superior channel alignment capabilities on MCD strategy success. Results from the study suggest that capabilities related to both tracking and rewarding downstream channel intermediary activities lead to improved outcomes in terms of service delivery, market coverage, and firm performance. Because such capabilities can be developed and enhanced, these results are of considerable interest to marketing channel managers. They provide a collection of managerially actionable procedures by which the challenges involved with MCD implementation can be mitigated. By tracking and compensating downstream intermediaries appropriately, suppliers can successfully implement MCD strategies while minimizing their destructive effects on downstream relationships.
590 $a School code: 0251.
650 4 $a Business Administration, Marketing. $3 1017573
650 4 $a Business Administration, Management. $3 626628
690 $a 0338
690 $a 0454
710 2 0 $a Washington State University. $3 678588
773 0 $t Dissertation Abstracts International $g 65-09A.
790 1 0 $a Johnson, Jean L., $e advisor
790 $a 0251
791 $a Ph.D.
792 $a 2004
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3147885