Kersi D. Antia

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Distributor sharing of strategic information with suppliers is an important but underresearched issue within the marketing discipline. We develop and test a conceptual framework based on exchange theory that focuses on the degree to which distributors share external and internal strategic information with associated suppliers. Relying on survey data(More)
Attracted by the promise of greater market exposure and increased revenues, firms across a wide variety of industries have undertaken significant investments in online channels. However, while some firms’ entire business models revolve around this initiative, others have made only limited commitments to online channel ventures. What accounts for these(More)
Advances in information technology and changing customer needs for channel service outputs have dramatically affected the routes to markets in many industries. The authors propose that these changes have led to significant alterations in how customers interact with firms and consequently to a phenomenon that we dub ‘‘channel multiplicity.’’ Channel(More)
Gray market activity has become increasingly prevalent. The prevailing wisdom in marketing is to use more severe enforcement to deter gray marketing. However, the certainty and speed of enforcement may also have a bearing on the incidence of violations. This article examines whether and how enforcement deters gray marketing. The results from a field survey(More)
While some firms’ entire business models revolve around online channels, others have made only limited commitments to online channel ventures. What accounts for this marked heterogeneity, and do firms reap the performance benefits of increased levels of commitment? Drawing on findings from the literature on innovation and insights from the resource-based(More)
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