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Managing the distribution channels for high-technology products: A behavioural approach

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dc.contributor.author Sahadev, Sunil
dc.contributor.author Jayachandran, S.*
dc.date.accessioned 2015-04-28T08:45:29Z
dc.date.available 2015-04-28T08:45:29Z
dc.date.issued 2002
dc.identifier.uri http://hdl.handle.net/2259/563
dc.description http://www.emeraldinsight.com/0309-0566.htm en_US
dc.description.abstract The effects of variations in the external environment on channel member behaviour have been widely acknowledged in marketing channel literature. This paper focuses on the behavioural issues associated with the management of distribution channels dealing in high-technology products in India. The marketing task environment associated with high-technology products being highly dynamic and unpredictable, the attendant channel management functions become extremely challenging. The paper presents a conceptual model for managing the distribution channels operating in highly dynamic and unpredictable environments. The conceptual model is validated through a sample survey conducted among computer hardware dealers. en_US
dc.language.iso en en_US
dc.publisher Emerald en_US
dc.subject Channel relationships en_US
dc.subject Uncertainty management en_US
dc.subject India en_US
dc.title Managing the distribution channels for high-technology products: A behavioural approach en_US
dc.type Article en_US


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  • Journal Articles [40]
    This collection consists of published and nonpublished scolarly articles of IIMK Community.

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