دانلود مقاله ISI انگلیسی شماره 3783
عنوان فارسی مقاله

تاثیر تزریق کسب و کار الکترونیکی بر هماهنگی کانال، تعارض و عملکرد نمایندگی فروش

کد مقاله سال انتشار مقاله انگلیسی ترجمه فارسی تعداد کلمات
3783 2009 7 صفحه PDF سفارش دهید محاسبه نشده
خرید مقاله
پس از پرداخت، فوراً می توانید مقاله را دانلود فرمایید.
عنوان انگلیسی
The impact of e-business infusion on channel coordination, conflict and reseller performance
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : Industrial Marketing Management, Volume 38, Issue 7, October 2009, Pages 778–784

کلمات کلیدی
تجارت الکترونیک - تزریق - هماهنگی - تعارض - عملکرد نمایندگی فروش -
پیش نمایش مقاله
پیش نمایش مقاله تاثیر تزریق کسب و کار الکترونیکی بر هماهنگی کانال، تعارض و عملکرد نمایندگی فروش

چکیده انگلیسی

Manufacturer–reseller interactions are becoming more technology-enabled as channels of distribution increasingly utilize e-business tools on the Internet. This research examines the performance consequences for resellers as these technological advances are applied to distribution activities between channel members. Using a sample of 216 resellers of computer products, the research explores the impact of e-business tools in 2 areas of manufacturer–reseller interactions: supply tasks and demand tasks. The results suggest that e-business in supply tasks increases relationship coordination between manufacturer and reseller, whereas e-business in demand tasks increases coordination as well as conflict within the channel dyad. The increase of conflict constitutes a potential “dark side” of e-business in channel relationships that may provide an explanation for e-business implementation failures and negative returns on investment in technology.

نتیجه گیری انگلیسی

The main goal of this research was to examine e-business infusion in supply and demand tasks and study its impact on reseller performance. The results supported our hypothesized difference between e-business infusion in demand and supply tasks. e-Business tools infused in supply tasks contributed positively to reseller effectiveness, directly improving the state of coordination between a manufacturer and reseller and indirectly improving reseller's economic performance and ability to adapt to changing market conditions. Regarding eBI:demand our findings suggest that it improved coordination in the channel but simultaneously increased conflict. Managers considering e-business infusion should carefully weigh both positive and negative aspects of e-business and manage both for best performance results.

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