STRATEGY AND CONTROL IN SUPPLIER-DISTRIBUTOR RELATIONSHIPS: AN AGENCY PERSPECTIVE
基于代理理论，研究了制造商的竞争战略如何影响其与分销商之间的控制关系，通过聚类分析发现成本领先、差异化和聚焦三种战略对应不同的渠道管理方式。
This paper examines the influence of competitive strategy on the relationship between suppliers and their distribution networks. Drawing on agency theory, hypotheses are developed specifying the appropriate match between manufacturer strategies and systems of control within distribution channels. Cluster analysis is used to show distinct differences in channel management and structure for the three generic strategies of cost leadership, differentiation and focus. Results suggest that variation in control relationships may be explained by the demands posed by manufacturers' competitive strategies. This study therefore extends the applicability of Porter's typology to the specific structure of distribution channels and shows that agency theory can provide insights into the economic basis of interorganizational relationships.