IDEAS home Printed from https://ideas.repec.org/a/bra/journl/v2y2011i2p51-62.html
   My bibliography  Save this article

A Framework for Selection of Intermediary in Marketing Channel

Author

Listed:
  • Gholamreza Jandaghi

    (PhD, Faculty of Management, Qom College University of Tehran, Qom, Iran)

  • Kamran Shahanaghi

    (PhD, Faculty of Industrial engineering, Iran University of Science and technology, Tehran, Iran)

  • Hamid Reza Irani

    (Faculty of Management, Qom College University of Tehran, Qom, Iran)

Abstract

Purpose – This study seeks to examine how company can select the best intermediary for its Marketing channels with minimum of criteria and time. Design/methodology/approach – A theoretical framework is proposed based on the most importance tasks of intermediary and criteria for measuring them. There are four basic tasks and 30 criteria in three independent levels. Subsequently, an exploratory case study in Iranian Food industry is described that illustrates the value of the framework. Findings – It is possible, for example, to apply the theoretical framework to select the intermediary for any industry or any country. Research limitations/implications – The study has possible location- and industry-specific limitations. Originality/value – Moreover, the framework has proven to be useful in improving the selection of the intermediary in marketing channel. This is a notable and promising side-effect of the exploratory study, at least from a managerial point of view.

Suggested Citation

  • Gholamreza Jandaghi & Kamran Shahanaghi & Hamid Reza Irani, 2011. "A Framework for Selection of Intermediary in Marketing Channel," BRAND. Broad Research in Accounting, Negotiation, and Distribution, EduSoft Publishing, vol. 2(2), pages 51-62, October.
    • Handle: RePEc:bra:journl:v:2:y:2011:i:2:p:51-62
    as

    Download full text from publisher

    File URL: http://www.edusoft.ro/brand/RePEc/bra/journl/brand_2_framework.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. V. Kasturi Rangan & Andris A. Zoltners & Robert J. Becker, 1986. "The Channel Intermediary Selection Decision: A Model and an Application," Management Science, INFORMS, vol. 32(9), pages 1114-1122, September.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Zanakis, Stelios H. & Mandakovic, Tomislav & Gupta, Sushil K. & Sahay, Sundeep & Hong, Sungwan, 1995. "A review of program evaluation and fund allocation methods within the service and government sectors," Socio-Economic Planning Sciences, Elsevier, vol. 29(1), pages 59-79, March.
    2. Krafft, Manfred & Goetz, Oliver & Mantrala, Murali & Sotgiu, Francesca & Tillmanns, Sebastian, 2015. "The Evolution of Marketing Channel Research Domains and Methodologies: An Integrative Review and Future Directions," Journal of Retailing, Elsevier, vol. 91(4), pages 569-585.
    3. Baiyee-Mbi, Agbor-Baiyee & Mazzocco, Michael A., 2005. "Comparative Evaluation of the Performance of Spans of Control Designs in Grain Supply Chains," 2005 Annual meeting, July 24-27, Providence, RI 19313, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    4. Kinshuk Jerath & Serguei Netessine & Senthil K. Veeraraghavan, 2010. "Revenue Management with Strategic Customers: Last-Minute Selling and Opaque Selling," Management Science, INFORMS, vol. 56(3), pages 430-448, March.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:bra:journl:v:2:y:2011:i:2:p:51-62. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Bogdan Patrut (email available below). General contact details of provider: http://brand.edusoft.ro .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.