A three-tier model representing the impact of internet use and other environmental and relationship-specific factors on a sales agent’s fear of disintermediation due to the internet medium

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalNot applicablepeer-review

7 Scopus Citations
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Author(s)

Detail(s)

Original languageEnglish
Pages (from-to)49-85
Journal / PublicationJournal of Marketing Channels
Volume9
Issue number3-4
Publication statusPublished - 2002
Externally publishedYes

Abstract

Much has been written in both the popular and academic literatures about the impact of the Internet on the professional salesperson. However, relatively little attention has been devoted to the impact of the Internet medium on the independent sales agent as a channel intermediary. To address this issue, the current study developed and tested a conceptual framework which posits relationships between nine component constructs (i.e., assortment complementarity, product/market idiosyncracy, agent’s Internet utilization, relationship-specific adaptation by the manufacturer, agent’s role salience, information exchange, awareness of disintermediation, perceived satisfaction, and perceived threat of disintermediation). Utilizing information gathered from a national sample of independent sales agents, the study presents the results of confirmatory factor analysis and path analysis and suggests avenues for future research. 

Research Area(s)

  • Assortment complementarity, Channel member viability, Disintermediation, Independent sales agents, Information exchange, Internet utilization, Role-salience

Citation Format(s)

A three-tier model representing the impact of internet use and other environmental and relationship-specific factors on a sales agent’s fear of disintermediation due to the internet medium. / Gulati, Rajesh; Bristow, Dennis; Dou, Wenyu.

In: Journal of Marketing Channels, Vol. 9, No. 3-4, 2002, p. 49-85.

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalNot applicablepeer-review