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- Publisher
- SAGE
- Copyright
- © 1977 American Marketing Association
- ISSN
- 0022-2437
- eISSN
- 1547-7193
- DOI
- 10.1177/002224377701400108
- Publisher site
- See Article on Publisher Site
Abstract
The relationship between various factors characteristic of channel environments and the extent of control of a channel leader in his channel is explored. The characteristics of demand, the marketing technology used, and interchannel competition are found to be correlated with greater channel control by a channel leader. Jointly, these results imply that channel leaders tend to emerge in distributive channels when the channel environment is threatening.
Journal
Journal of Marketing Research – SAGE
Published: Feb 1, 1977