Exchange relationships and interfirm power in channels of distribution

Conclusion The article by Weitz and Jap in this volume makes a significant contribution to the marketing literature, as it enhances our understanding of relationship marketing in channels of distribution. Our commentary was designed to elaborate on important issues raised by Weitz and Jap. We hope it generates interest in channel relationships that are in trouble, leads channel researchers to consider alternative channel contexts when formulating and testing theory, and motivates a more open and positive view of interfirm power and its use. His research, teaching, and consulting efforts focus on the structuring and management of channels of distribution. He is a frequent contributor to leading research journals and has won several awards for his teaching. He has consulted for such companies as AT&T, Carnation, General Electric, General Motors, Hewlett-Packard, Honeywell, IBM, Intel, Merck, 3M, Northrop, TRW, and Weyerhaeuser. Before joining USC in 1984, he served on the faculty at the University of Illinois. His research and teaching interests focus on the structure and coordination of channels of distribution and on services marketing. Prior to his admittance in the doctoral program, Kersi worked in India for Software Research Corporation as a software developer and at Citibank. His dissertation proposal has just been awarded a grant by the University of Pittsburgh’s Center for Research on Contracts and the Structure of Enterprise.