Determinants of Distribution Intensity
研究了消费品制造商在零售商中分销强度差异的原因，基于营销和经济学理论构建概念框架，并用消费电子行业数据检验，发现零售商的可靠承诺会调节品牌策略和渠道实践与分销强度的关系。
Within many categories of consumer products, manufacturers differ markedly in how intensively they distribute their brands among retailers. The authors enhance understanding of why such differences in distribution intensity occur. Literature in the marketing and economics disciplines on brand and channel management, agency theory, and credible commitments, combined with extensive field interviews, provides the foundation for a conceptual framework that centers on proposed moderator effects. Data collected from manufacturers in the consumer electronics industry are used to test the conceptual framework. Credible commitments by retailers in the form of contractual agreements and investments are shown to moderate the relationships of manufacturer brand strategy and channel practices with distribution intensity.