Article1987

Resource Allocation Behavior in Conventional Channels

Erin Anderson · Leonard M. Lodish · Barton A. Weitz

434 citations0/0 files storedJournal of Marketing Research

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Customer Service Quality and Loyalty Supply Chain and Inventory Management Franchising Strategies and Performance

Abstract

This exploratory study assesses the impact of variables associated with a financial portfolio model (marginal returns, growth, synergy, and uncertainty) and characteristics of the channel relationship (power, organizational climate, and communications) on the selling time allocated by 71 independent sales agencies to the principals they represent. The results indicate that the time allocated to principals is consistent with a normative microeconomic model; however, aspects of the channel relationship, particularly communications, participation, and feedback, also influence resource allocations.

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References

1979A Paradigm for Developing Better Measures of Marketing Constructs 1962Power-Dependence Relations 1959Portfolio Selection: Efficient Diversification of Investments 1980Markets, Bureaucracies, and Clans 1983Human Inference: Strategies and Shortcomings of Social Judgment.1959Models of Man.1981Human Inference: Strategies and Shortcomings of Social Judgment.1983Design and Analysis of Simulated Consumer Choice or Allocation Experiments: An Approach Based on Aggregate Data

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