Lee, Nick and Gilliland, David I. and Bello, Daniel C. and Osmonbekov, Talai (2009) When electronic management tools work - and don't work - in social-based distribution channels: A study of IT manufacturers and resellers: Working Paper Series--09-16. Working Paper. NAU W.A. Franke College of Business.
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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 overall effectiveness. To investigate how unilaterally supplied electronic information affects ongoing 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. We utilize structural equation modeling to test the conceptual model on a data set of 214 information technology resellers. Strong support is found for the model and theoretical and managerial insights are provided.
| Item Type: | Monograph (Working Paper) |
|---|---|
| Publisher’s Statement: | Copyright, where appropriate, is held by the author. |
| ID number or DOI: | 09-16 |
| Keywords: | Working paper, Channel governance, Social exchange, Coordination |
| Subjects: | H Social Sciences > HF Commerce |
| NAU Depositing Author Academic Status: | Faculty/Staff |
| Department/Unit: | The W.A. Franke College of Business |
| Date Deposited: | 17 Oct 2015 22:15 |
| URI: | http://openknowledge.nau.edu/id/eprint/1503 |
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