Abstract
Teleshopping and other forms of electronic retailing promise to have tremendous impact upon the field of retailing. With respect to the impact of this emerging technology upon the channel structure it would seem that the channel members are “retreating” relative to the channel positions. That is, consumers have retreated to the retailer level where they have assumed many of the retailer functions; retailers have moved back to the wholesaler or supplier level; distributors have assumed some of the manufacturer initiative with respect to produc specification and design; and manufactures have retreated to the subcontractor or component supplier level.
Similar content being viewed by others
References
Alderson, Wroe 1950 “Marketing Efficiency and the Principle of Postponement,”Cost and Profit Outlook, Vol. 3 (September).
Alderson, Wroe 1954, “Factors Governing the Development of Marketing Channels,” inMarketing Channels for Manufactured Products, Richard Clewett (ed.), Homewood, Illinois, Richard D. Irwin.
Alderson, Wroe 1957,Marketing Behavior and Executive Action, Homewood, Illinois, Richard D. Irwin.
Alderson, Wroe, and Miles W. Martin 1965, “Toward a Formal Theory of Transactions and Transvections,”Journal of Marketing Research, (May), 117–127.
Berkowitz, Eric N., John R. Walton, and Orville C. Walker 1979, “In-Home Shoppers: The market for Innovative Distribution Systems,”Journal of Retailing, 55 (Summer), 15–33.
Bucklin, Louis P. 1960. “The Economic Structure of Channels of Distribution,” inMarketing: A Maturing Discipline, Martin Bell (ed), Chicago, Illinois. American Marketing Association, 379–385.
Bucklin, Louis P. 1965, “Postponement, Speculation and the Structure of Distribution Channels,”Journal of Marketing Research, Vol 2 (February), 26–31.
Bucklin, Louis P. 1972,Competition and Evolution in the Distributive Trades, Englewood Cliffs, N.J., Prentice-Hall.
“CAB Seen Laying Groundwork for Rules on Computer Airline Reservation Systems,” 1983,The Wall Street Journal, (August 8), p. 2.
Carrington, Tim 1983, “Stock Trading by Computer Enters Homes,”The Wall Street Journal, (October 6), Section B, p 1.
“Charging Bias, Airlines Ask CAB to Change Reservation Systems at American, United,” 1984,The Wall Street Journal, (February 9), p. 27.
Cunningham, Isabella C., and William H. Cunningham 1973, “The Urban In-Home Shopper: Socioeconomic and Attitudinal Characteristics,”Journal of Retailing, 49 (Fall), 42–50.
Dickinson, Roger A. 1974,Retail Management: A Channels Approach, Belmont, California, Wadsworth Publishing Company.
Doody, Alton F. and William R. Davidson 1967, “Next Revolution in Retailing,”Harvard Business Review, 45 (May–June), 41.
Drucker, Peter F. 1984, “Our Entrepreneurial Economy,”Harvard Business Review, 62 (January–February), 59–64.
El-Ansary, Adel I. and Louis W. Stern 1972, “Power Measurements in the Distribution Channel,”Journal of Marketing Research, Vol 9, (February), 49–52.
El-Ansary, Adel I. and Robert A Robicheaux 1974, “A Theory of Channel Control: Revisited,”Journal of Marketing, Vol. 38 (January), 4–7.
English, Wilke D. 1981, “Future Developments in Interactive Cable Television? TV Evangelists May Point the Way,” presented to the Southern Marketing Association, Atlanta, (November 13).
English, Wilke D., M. Wayne DeLozier, and Dale M. Lewison 1982, “The Wholesaler-Like Institution: Its Threats to and Opportunities for Small Retailers,” inMarketing and Small Business Entrepreneurship, Gerald Hills, ed., (May) 42–50.
English, Wilke D. and Manab Thakur 1983, “Will Changing Technology Cause Reverse Economies of Scale?” inContemporary Issues and Technologies in Small Business, Robin Peterson, ed., (March) 85–88.
English, Wilke D. and J. Robert Foster, 1983, “Assessing the Impact of Electronic Retailing Upon Competition: A Buyer Perspective,” inMarketing: Theories and Concepts for an Era of Change, David Summey, ed., (November), 153–155.
“Faster Foods,” 1983Money (December) 26.
Gillett, Peter L. 1970, “A Profile of Urban In-Home Shoppers,”Journal of Marketing, 34 (July), 40–45.
Gillett, Peter L. 1976, “In-Home Shoppers: An Overview,”Journal of Marketing, 40 (October), 81–88.
Hunt, Shelby D. and John R. Nevin 1974, “Power in a Channel of Distribution: Sources and Consequences,”Journal of Marketing Research, Vol. 11, (May), 186–193.
Johnson, Robert 1983, “Rush to Cottage Computer Work Falters Despite Advent of Inexpensive Technology,”The Wall Street Journal, (July 29) Section B, p1.
Koten, John 1983, “Giving Buyers Wide Choices May Be Hurting Auto Makers,”The Wall Street Journal, (December 15), Section B, p1.
Landro, Laura 1982, “New York Firms Are Planning Telecommunications Facility,”The Wall Street Journal, (August 31), Section B, p1.
Lipman, Joanne (1984) “Home-Buying Process is Changing Rapidly Because of Technology”,The Wall Street Journal, (January 25), p1.
Mallen, Bruce E. 1967,The Marketing Channel: A Conceptual Viewpoint, New York, N.Y., John Wiley and Sons.
McGarry, Edmund D. 1953, “The Contractual Function in Marketing”,Journal of Business, (April), 96–113.
McNair, Malcolm P. and Eleanor G. May 1978, “The Next Revolution of the Retailing Wheel,”Harvard Business Review, 56 (September–October) 81–91.
Mulligan, Gerry 1974, “Experts Predict Exciting Future,”The National Enquirer, (February 7), 21.
Naisbitt, John 1982,Megatrends, New York, Warner Books.
Nicosia, F. M. 1962, “Marketing and Alderson's Functionalism”,Journal of Business, Vol. 35 (October), 403–413.
“One-Stop Shopping Center in Your Home,” 1983,U.S. News and World Report, (May 9), p27.
Quelch, John A. and Hirotaka Takeuchi 1981, “Nonstore Marketing: Fast Track or Slow?,”Harvard Business Review, 59, (July–August) 75–84.
Roberts, Johnnie L., 1983, “As Information Swells, Firms Open Libraries,”The Wall Street Journal, (September 26) Section B, p1.
Rosenberg, Larry J., and Elizabeth C. Hirschman 1980, “Retailing Without Stores,”Harvard Business Review, 58, (July–August) 103–112.
Sebastian, Pamela 1984, “New Services are Providing Stock Quotes”,The Wall Street Journal, (January 26), Section B, p1.
Shapiro, Benson P. and John Wyman 1981, “New Ways to Reach Your Customers,”Harvard Business Review, 59, (July–August) 103–110.
Sheth, Jagdish N., 1983, “Emerging Trends for the Retailing Industry”,Journal of Retailing, 59, (Fall) 6–18.
“Small Airlines, in Competitive Squeeze, Are Linking with Big Carriers' Routes,” 1984,The Wall Street Journal, (July 31) p12.
Stern, Louis W. and Adel I. El-Ansary 1982,Marketing Channels, Englewood Cliffs, N.J., Prentice-Hall, p10.
Stern, Louis W. and C. Samuel Craig, 1971, “Interorganizational Data Systems: The Computer and Distribution,”Journal of Retailing, Vol. 47 (Summer), 83–85.
Sundel, Harvey H., Randall C. Nevils, and Herbert L. Alston 1983, “A Profile of the Potential Teleshopper Customer and Products Most Likely Purchased Through a Teleshopper,”Proceedings of the South-Western Marketing Association, John Crawford and James Lumpkin, editors, (March) 167–170.
Toffler, Alvin 1980,the Third Wave, New York, N.Y., William Morrow and Co.
Urbany, Joel E., and W. Wayne Talarzyk 1983, “Videotex: Implications for Retailing,”Journal of Retailing, 59 (Fall) 76–92.
Weiss, E. G. 1968, “The Retail Store Won't Last Forever,”Marketing Insights, (November), 12–13.
Author information
Authors and Affiliations
Rights and permissions
About this article
Cite this article
English, W.D. The impact of electronic technology upon the marketing channel. JAMS 13, 57–71 (1985). https://doi.org/10.1007/BF02729936
Issue Date:
DOI: https://doi.org/10.1007/BF02729936