Edited by Charles A. Ingene, James R. Brown and Rajiv P. Dant
Chapter 7: Managing channel conflict: insights from the current literature
In this chapter the authors survey the existing research literature to develop a managerially oriented perspective on channel conflict. They show how channel conflict is not a unitary phenomenon that is only manifest in associated actions, attitudes, or perceptions, but that it can also be seen as a process with distinct phases each of which requires unique managerial considerations. The authors also discuss how channel conflict can be seen as an inevitable part of the business ecosystem and the impact this has on efforts at managing it. The underlying causes of channel conflict are shown to have both attitudinal and structural drivers. The authors illustrate how identifying the manifestations of channel conflict and efforts to measure them require very careful consideration at different levels of granularity. They then summarize the conflict resolution approaches that can be effectively used by managers and conclude by identifying some key understudied areas in the channel conflict literature.
You are not authenticated to view the full text of this chapter or article.
Elgaronline requires a subscription or purchase to access the full text of books or journals. Please login through your library system or with your personal username and password on the homepage.
Non-subscribers can freely search the site, view abstracts/ extracts and download selected front matter and introductory chapters for personal use.
Your library may not have purchased all subject areas. If you are authenticated and think you should have access to this title, please contact your librarian.