A value exchange model for the channel of distribution: Implications for management and research
Richard Lee Miller Ph.D., William F. Lewis Ph.D., J. Paul Merenski Ph.D.
Journal of the Academy of Marketing Science · 1985 · Volume 13 · Issue 4
Abstract
The authors present a model for examining channel relationships which holds promise as a means for quantifying and evaluating channel relationships on non-economic, as well as economic bases. The model is adapted from the behavioral sciences, management and economics. Contributions from the behavioral sciences are examined, as compared to the typical economic description of these relationships. Also suggested is a process for measuring channel member perceptions of value exchanges which has implications for management and research.
Keywords
Exchange Model, Distribution Channel, Psychological Contract, Channel Member, Advantageous Exchange
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