Institutional Arrangements as a Key Factor of Success
Distribution systems and questions relating to their choice and design are of significant relevance for firms in order to successfully compete in increasingly competitive markets. Coughlan et al. (2001, p. 111) view channel integration decisions as a critical component of any firm’s marketing strategy with the choice of the right level of integration possibly making the difference between success and failure. Not surprisingly, for more than 20 years now, academics have analyzed and discussed the suitability of alternative institutional arrangements for distribution systems in a wide range of industries and service sectors. In this regard, the papers by Anderson and Schmittlein (1984) and Anderson (1985) mark a starting point. These investigate decisions by electronic firms to fall back on either a direct sales force or a network of manufacturer representatives to sell products to end customers.
KeywordsDistribution System Mutual Fund Institutional Arrangement Private Investor Asset Management
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