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

Sahadev, Sunil; Jayachandran, S.*

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