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The impact of e-business infusion on channel coordination, conflict and reseller performance |
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| Authors: | Talai Osmonbekov [Author Vitae] Daniel C. Bello [Author Vitae] David I. Gilliland [Author Vitae] |
| Affiliation: | a W. A. Franke College of Business, Northern Arizona University, Box 15066, Flagstaff, AZ 86011, USA b J. Mack Robinson College of Business, Georgia State University, Atlanta, GA 30303, USA c Colorado State University, Fort Collins, CO 80523, USA d Aston University, UK |
| Abstract: | 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. |
| Keywords: | e-Business Infusion Coordination Conflict Reseller performance |
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