Relationship marketing and distribution channels

  • Barton A. Weitz
  • Sandy D. Jap
Special Issue On Relationship Marketing


The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power to relationships between independent firms involving contractual and normative control mechanisms. In this article, we identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships.


Distribution Channel Contractual Term Channel Member Channel Management Market Science Fall 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Academy of Marketing Science 1995

Authors and Affiliations

  • Barton A. Weitz
    • 1
  • Sandy D. Jap
    • 2
  1. 1.the Marketing Department in the College of Business Administration at the University of FloridaUSA
  2. 2.the Sloan School of ManagementMassachusetts Institute of TechnologyUSA

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