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Vertical Control and Performance: The Role of Power, Relational Norms and Transaction Cost Analysis in Distribution Channels

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Proceedings of the 1998 Academy of Marketing Science (AMS) Annual Conference

Abstract

Marketeers have argued that organisations are concerned with vertical control along the marketing channel to avoid competition and to improve perfOrmance by rationalising costs arising from both production and market search. The general proposal offered by this study is that within the transaction cost framework, the existence of relational norms between the trading parties :facilitates control over business operations. This vertical control, in tum, enhances performance of the dyad.

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Author information

Authors and Affiliations

  1. Kingston Business School, Kingston upon Thames, UK

    Phillip Samouel

  2. Kingston upon Thames, UK

    Phillip Samouel

  3. Cardiff Business School, Cardiff, UK

    Leyland Pitt & Pierre Berthon

  4. Henley Management College, Henley on Thames, UK

    Arthur Money

Authors
  1. Phillip Samouel
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  2. Leyland Pitt
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  3. Pierre Berthon
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  4. Arthur Money
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Editor information

Editors and Affiliations

  1. Marketing Department, Old Dominion University, Norfolk, Virginia, USA

    John B. Ford

  2. Old Dominion University, Norfolk, Virginia, USA

    Earl D. Honeycutt, Jr.

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© 2015 Academy of Marketing Science

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Samouel, P., Pitt, L., Berthon, P., Money, A. (2015). Vertical Control and Performance: The Role of Power, Relational Norms and Transaction Cost Analysis in Distribution Channels. In: Ford, J., Honeycutt, Jr., E. (eds) Proceedings of the 1998 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13084-2_98

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