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Journal of the Academy of Marketing Science

, Volume 27, Issue 2, pp 226–240 | Cite as

Organizing and managing channels of distribution

  • Gary L. Frazier
Article

Abstract

During the past three decades, tremendous strides have been made in our understanding of how firms should organize and manage their channels of distribution. Still, we have barely touched the surface of all the managerial issues that need to be addressed. A variety of research needs still exist regarding constructs and issues examined in prior channels research. Furthermore, many issues of managerial importance relating to the organization and management of channels of distribution have received no attention in empirical research. The purpose of this article is to provide a perspective on how channels research should proceed in the future to promote the most progress. It is hoped that the article will help to shape the future direction of marketing thought with regard to channels of distribution and its fundamental domain.

Keywords

Market Orientation Distribution Channel Multiple Channel Channel Member Market Coverage 
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 1999

Authors and Affiliations

  • Gary L. Frazier
    • 1
  1. 1.University of Southern CaliforniaLos Angeles

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