Abstract
The authors present a model for examining channel relationships which holds promise as a means for quantifying and evaluating channel relationships on non-economic, as well as economic bases. The model is adapted from the behavioral sciences, management and economics. Contributions from the behavioral sciences are examined, as compared to the typical economic description of these relationships. Also suggested is a process for measuring channel member perceptions of value exchanges which has implications for management and research.
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Miller, R.L., Lewis, W.F. & Merenski, J.P. A value exchange model for the channel of distribution: Implications for management and research. JAMS 13, 1–17 (1985). https://doi.org/10.1007/BF02737196
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DOI: https://doi.org/10.1007/BF02737196