Alienation in the Distribution Channel: Conceptualization, Measurement, and Initial Theory Testing
Document Type
Article
Publication Date
3-1-2004
DOI
http://dx.doi.org/10.1108/09600030410526941
Abstract
Of all the social phenomena that have been investigated in the distribution channel context – including power, conflict, dependence, role performance, and opportunism – one that has escaped attention until now is alienation. Borrowing from traditional behavioral science and consumer behavior, the following monograph defines the concept of distributor alienation and elaborates a method for its measurement. After surviving a validation regimen, the measure is applied within the confines of a test of a theoretical model. The results may provide a preliminary framework for a future structure of channel alienation theory.
Publication Information
Gaski, John F. and Ray, Nina. (2004). "Alienation in the Distribution Channel: Conceptualization, Measurement, and Initial Theory Testing". International Journal of Physical Distribution & Logistics Management, 34(2), 158-200.