Channel Conflict and Coordination in the E-Commerce Age

@inproceedings{Tsay2004ChannelCA,
  title={Channel Conflict and Coordination in the E-Commerce Age},
  author={Andy A. Tsay and Narendra Agrawal},
  year={2004}
}
A number of factors, including developments in Internet-based commerce and third-party logistics, have led many companies to consider engaging in direct sales. Such a company may at once be both a supplier to and a direct competitor of any existing reseller partners (e.g., land-based retailers), which can result in “channel conflict.” This can have momentous implications for distribution strategy. To generate managerial insights into this important issue, we develop a model that captures key… CONTINUE READING
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