A Comprehensive Framework Examining the Issues Involved in the Distribution Channel Integration Decision

Abstract

The extant literature offers two competing perspectives on vertical integration. The transaction cost perspective has focused on the transaction cost aspects of the vertical integration decision. This perspective recommends that firms should integrate when integration is the least cost option. The strategic perspective, however, claims to take a more comprehensive approach to the problem by considering the strategic objective of the firm, its bargaining power over the distributors, competitive pressures, and the life cycle phase of the industry. This paper attempts to incorporate the transaction cost and the strategic perspectives into a unified framework developed toward a more complete explanation of the underlying phenomenon. The framework was tested by examining the distribution channel choices of electronic component manufacturing firms. Structural equation modelling was used to test the hypotheses. The findings indicate that the strategic perspective does a better job of explaining vertical integration than the transaction cost perspective. The strategic objectives of the firm, its bargaining power over the distribution channel, competitive pressure, and certain aspects of the environment, emerged as the key factors affecting the vertical integration decisions.     

An Examination of Exercised Power in Vertically Integrated Distribution Channels for Goods and Services

Abstract

The concepts of vertical integration and power use are summarized and various propositions about the potential relationships between the two are presented. Both physical goods industries and service industries are considered. The propositions are intended to provide market researchers with better insight as to power use in integrated channel structures.     

Pricing policies and ownership of shares as substitutes for vertical integration

The study investigates short-run pricing policies of a firm which is a monopoly in an input and also owns shares in an industry in which the monopolized input is employed. The model is a “partial” vertical integration model in the sense that there is no direct intervention by the monopoly in the industry's production and marketing decisions. The interesting results of the study are that the price to be set by the monopoly should correspond to an equality or a linear relation between the elasticity of demand for the input and the percentage of shares not owned by the monopoly.     

Internationalization of the organizational field: Swedish grocery retailers in the European integration process

Abstract

This article describes how import of ideas and practices influence an industry that is in an early stage of internationalization, as well as part of European integration. By using institutional theory, such a situation is depicted as an expansion of the organizational field, in which international isomorphism between organizations has commenced. Studying Swedish grocery retailing, a new set of ideas was found regarding what constitutes an efficient organization. This included centralization, vertical integration and brand management, and it was strongly influenced by foreign actors and markets. We conclude that isomorphism occurs in a decreasingly national field, although not entirely pan-European in character, and that international diffusion of ideas and practices reshape markets, partly independent of goods and capital flows.     

Vertical monopoly power,profit and risk: The British beer industry,c.1970–c.2004

ABSTRACT

By investigating surplus and risk distribution in the British brewing industry, this article shows that risk and risk transfer are important dimensions of vertical supply chain relationships. A comparative financial analysis shows the effects of models of vertical ownership before and after the break-up of producer controlled tenanted estates and the strategy and performance of pub-owning companies. Contrasting mechanisms for controlling the capture of surplus and division of risk are evaluated. The article complements prior studies that have concentrated on the brewers by assessing winners and losers amongst pub owning companies and tenants in different models of vertical organisation and how they might be effectively regulated.     

The effects of multi-channel assortment integration on customer confusion

Abstract

The effects of assortment strategy on customer confusion have been discussed for singular channels in the past. However, multi-channel retailers also have to coordinate their assortment across channels. Recent literature has started to investigate which assortment integration strategy is most favourable for retailers, but theoretical and empirical research is still scarce. Until today, customer confusion has not been considered in this discussion. This article seeks to identify the impact of a retailer’s assortment integration on customer overload confusion, assortment perception and their consequences. In an experiment, we manipulate assortment integration internally (online and offline channel of the focal retailer; full and asymmetrical integration) and externally (online channel of the focal retailer and a competing online retailer; full, asymmetrical and no integration). The results indicate that both internal and external assortment integration have an impact on overload confusion and assortment perception. Asymmetrical internal integration induces less overload confusion in terms of its cognitive and affective components and leads to superior assortment perception. Full and asymmetrical external integration evoke less confusion with regard to its cognitive component. Eventually, overload has detrimental short- and long-term effects for the retailer. Multi-channel retailers should consider our results when implementing an assortment integration strategy.     

The mediating role of integration of safety by activity versus operator between organizational culture and safety climate

ABSTRACT

In this study, we analyse the impact of the organizational culture and introduce a new variable, the integration of safety, which relates to the modalities for the implementation and adoption of safety in the work process, either through the activity or by the operator. One hundred and eighty employees replied to a questionnaire measuring the organizational climate, the safety climate and the integration of safety. We expected that implementation centred on the activity or on the operator would mediate the relationship between the organizational culture and the safety climate. The results support our assumptions. A regression analysis highlights the positive impact on the safety climate of organizational values of the ‘rule’ and ‘support’ type, as well as of integration by the operator and activity. Moreover, integration mediates the relation between these variables. The results suggest to take into account organizational culture and to introduce different implementation modalities to improve the safety climate.     

New Service Development and Digitalization: Synergies of Personal Interaction and IT Integration

ABSTRACT

This study investigates the effects of personal interaction and information technology integration (IT integration) on new service development in business-to-business (B2B) service firms' relationships. Personal interaction, IT integration and new service development are latent variables in a structural model tested with LISREL (N = 138). The relationship between personal interaction and IT integration is strong and indicates that both these constructs are drivers for new service development. Although both these constructs represent diverse ways of interacting, they both positively impact new service development. Hence, managers should not expect IT to replace personal interaction to a great extent in B2B-service contexts.     

Price Differences in Consumer Goods in Retail Markets

Abstract

This study analyses the effects that competition causes on the dispersion of prices in the mass market products. Therefore, a model is proposed that integrates the vertical, spatial and market environment factors that make up the competitive structure of the retail trade distribution sector. The results obtained, after processing a database of more than 19,000 records, indicate that various indicators of these three levels of competition exercise a decisive influence on determining the final prices of the analysed products. Likewise, the research allows verifying that there are significant differences in the effect caused by the analysed factors on the dispersion of prices, thereby depending on the considered product category (packaged goods versus fresh food).     

Financial Integration and Economic Growth in the COMESA and SADC Regions

Abstract

This study used panel data methods to examine the relationship between financial integration and economic growth in the COMESA and SADC regions. Using Foreign direct investment (FDI) and portfolio flows as a share of GDP, Chinn-Ito index of financial openness and debt flows as measures of financial integration, the study found that the relationship between financial integration and growth is largely insignificant in the combined sample of COMESA and SADC regions. However, the relationship changes when the two regions are separated. Whereas two of the indicators of financial integration are significant in the COMESA region, only one indicator of financial integration is significant in the SADC region implying that financial integration is more important in the COMESA region than in the SADC region. The results support the growth retarding theories of financial globalization and the convergence hypothesis in the COMESA region while the neoclassical trade theories find strong support in the SADC region. These results imply, first, that financial integration has different growth effects for different regional groupings and thus integration policies should not be universally applied. Second, these results imply that further enhancement of trade integration policies offer more promising outcomes for economic growth in the SADC region than financial integration policies while the converse is true for the COMESA region.     

Competitive Orientations in Professional Services

ABSTRACT

This article presents the results of a study on the competitive orientations of three types of professional service firms: advertising agencies, market research agencies and management consultants. Similarities as well as some differences in orientations were identified among the three groups. Advertising agencies were found to have the strongest competitive orientation. The study also found that firms with higher levels of competitive orientations also had better internal integration and control of the marketing function.     

The potential of African trade integration – Panel data evidence for the COMESA-EAC-SADC Tripartite

ABSTRACT

The COMESA-EAC-SADC Tripartite FTA, formed in 2011, is supposed to be a milestone towards Africa's continental trade integration. This study analyzes the impact of regional integration among the Tripartite countries on their bilateral imports before that date to evaluate the latest integration efforts. We estimate an extended gravity model on a large panel of 51 African countries using yearly observations from 1995 to 2010. We proxy existing formal trade barriers by sample average tariff data on imports from the world as well as indicator variables for the membership in regional FTAs. We consider different estimation techniques and discuss distinct sets of fixed effects. The PPML regression results indicate that remaining tariffs are significantly negatively correlated with imports throughout the preferred multiplicative models. An FTA status does not show a clear-cut import enhancing effect. In the specifications that control for country-year effects, the EAC coefficient is positively correlated with imports, and the COMESA and SADC FTA membership show a positive relation to imports within some reduced-sample robustness checks.     

Supplementary Trade Benefits of Multi-Memberships in African Regional Trade Agreements

ABSTRACT

Few papers have investigated the trade effects of multi-memberships of Regional Trade Agreements (RTAs), but none has done this in an Africa-wide manner. This paper investigates the supplementary trade effects of multi-memberships of RTAs after controlling for single-membership for all African RTAs. We use (1) overall number of RTAs by country pair; (2) dummies of number of RTAs; and (3) number of RTA memberships by countries within each RTA grouping, in a panel of 53 African countries from 1995 to 2014. The gravity models are estimated with the Eicker-White robust covariance Poisson Pseudo-Maximum Likelihood (PPML) which is superior to previous ones. All the estimates concur that multi-memberships have significant additional intra-Africa trade benefits which increase with the number of memberships. The implication is that although RTAs enhance trade in Africa, it is only a second-best to a complete integration of the African continent. A complete dismantling of politically induced trade barriers and even inter-RTA boundaries within Africa will yield significant intra-Africa trade benefits. The results support the ongoing efforts in Africa in pursuing a “one Africa” vision. Such efforts have to transcend regional integration and pursue the ideal of an integrated Africa for the full trade benefits to be realized.     

Resource integration through digitalisation: a service ecosystem perspective

ABSTRACT

As digitalisation increasingly encompasses entire service ecosystems, it modifies resource integration patterns that connect ecosystem actors through strong and weak ties. To clarify how technological development contributes to this change, and how resource integration transforms the service ecosystem, this qualitative case study explores the digitalisation strategy of a market-leading systems integrator in the maritime industry. Based on 40 depth interviews with managers, the findings show how technology increasingly serves as a key operant resource in the transformation of resource integration patterns. The study contributes to ecosystem dynamics research by identifying major differences between the pre-digitalised and digitalised states of a service ecosystem, and demonstrates the dual role of technology in both increasing pattern complexity and facilitating coordination of that complexity.     

A Framework for Supplier Relationship Management (SRM)

ABSTRACT

Vertical co-ordination of business-to-business relationships figures prominently as an effective response to inter-firm dependence. Current empirical works based on transaction costs economics, however, have scantily examined whether the alignment of inter-firm coordination really serves governance efficacy and lowers transaction costs. This study focuses on the transaction costs efficacy of vertical co-ordination in industrial purchasing relationships. Building on transaction costs arguments and related works within marketing and contingency theory, the author explores whether vertical co-ordination is an effective means to adapt to technologcal and economic inter-firm ties.

This research examines in particular possible impacts the buyer's manufacturing technology and deployment of specific assets on the governance efficacy of vertical co-ordination. Empirical findings from a survey of 171 industrial buying firms demonstrate that when asset specificity is substantial, increased vertical co-ordination reduces ex post transaction costs. Further, the governance efficacy of inter-firm co-ordination turned out to be more evident in purchasing relationships among buyers with flexible manufacturing technology (e.g., order based industries) than was the case in process production with high workflow rigidity.     

How beer created Belgium (and the Netherlands): the contribution of beer taxes to war finance during the Dutch Revolt

ABSTRACT

The present-day border between Belgium and the Netherlands can be traced back to the separation of the Low Countries after the Dutch Revolt (1566–1648) against Spanish rule. The capacity to finance the escalating cost of war determined the outcome of this conflict. As Spain struggled to provide regular pay to its troops, its war efforts were often plagued by mutiny. In contrast, the Dutch Republic managed to raise large sums for its war budgets. As we show in this article, excise taxes on beer consumption were one of the largest income sources in Holland, the leading province of the Dutch Republic. Over the course of the Revolt, Dutch beer taxes brought in the equivalent of 29% of Spanish tax revenues on silver from America. Beer taxes thus played a crucial role in financing the Dutch Revolt which led to the separation of the Low Countries and, eventually, the creation of Belgium.     

Successive Oligopolies,Vertical Downstream Integration and Foreclosure

Vertically integrated firms have repeatedly been accused of abusing a dominant position by refusing to sell the intermediate product to non-integrated downstream producers and thus to practice foreclosure. To evaluate the merit of such an accusation requires an adequate theory of vertical integration which allows to decide whether a refusal to sell follows straightforwardly from profit maximization or is driven by an intent to monopolize. We investigate whether in the case of successive oligopolies vertical integration is profitable for the participating firms and to what extent cross deliveries between integrated and non-integrated firms can be expected to arise. By contrast to the previous literature where at the downstream level Cournot competition has been assumed to prevail between integrated firms and non-integrated downstream producers, we propose a model where integrated firms and non-integrated upstream suppliers meet in Cournot competition and take as given the inverse demand function for both the final and the intermediate product. Game theory is invoked to examine whether an integrated firm will participate in the intermediate market. If marginal costs at the downstream level are constant and identical as between integrated and non-integrated firms, integrated firms will never wish to sell to non-integrated downstream producers they can, however, be expected to buy from non-integrated upstream suppliers. Utilizing theoretical implications regarding pass through of changes in marginal costs we find empirical evidence supporting the applicability of our model to the gasoline industry in Germany. We finally examine to what extent issues of competition policy and public regulation arise.JEL classification: D43, L1, L22, L42, L71*We gratefully acknowledge helpful suggestions from Horst Albach, Alexandra Gross-Schuler, Otto Hass, Michael Niederalt, Felix Schuler, Achim Wambach, Christian Winkler, and unknown referees of the JICT. The usual disclaimer applies.     

Local Dealer Adoption of a Foreign Manufacturer-Sponsored Internet-Based Information System

ABSTRACT

Firms often use Internet-based interorganizational information systems (IBIS) to facilitate the integration of information and communication between channel members. However, in practice firms are sometimes reluctant or even refuse to adopt such systems, especially when sponsored by a foreign manufacturer to local dealers. This article presents an empirical study of 80 dealers faced with the IBIS decision from a large international tire manufacturer. The results indicate that perceived financial and usage benefits of the IBIS and security are important determinants of dealer adoption of an IBIS. Further, the results indicate that higher IBIS adoption levels correspond to changes in the nature of the channel relationship, operational and exchange benefits, and commitment of the dealer to the manufacturer.     

Vertical Specialization Across Developed Countries

This article explains why a large part of vertical specialization in production takes place across developed countries. By introducing the concept “the Ideal Intermediate Good” it is shown that there are incentives for vertical collaboration between an intermediate good producer and a final good producer. The purpose of locating the intermediate good production in an identical host country is to come closer to the most suitable intermediate good. Thereby the variable costs in the final good production are reduced. When the final good production takes place in one company, we have a vertical integrated multinational enterprise, which splits its production across identical countries. By inclusion of internal economies of scale and transport costs the problem becomes much more complex, and a reallocation of welfare between the countries can be the result.