Title

The relationship between channel metrics, strategy and marketing performance

Date of this Version

12-3-2003

Document Type

Conference Paper

Publication Details

Published Version.

Valos, M. & Dubelaar, C. (2003). The relationship between channel metrics, strategy and marketing performance. Paper presented at the Australian and New Zealand Marketing Academy (ANZMAC) 2003 conference, Adelaide, Australia.

Access the conference website.

© Copyright Michael Valos & Chris Dubelaar, 2003.

Abstract

The role of marketing channels is to implement marketing strategy. The difficulty of channel strategy is compounded by the emergence of e-channels and the need to integrate e-channels into traditional or “bricks and mortar” channels (Rowley 2002). As a result, managing performance across a greater number of channels with diverse characteristics is more difficult.

Organization and marketing performance is to some degree a function of the quality of channel implementation and particularly channel performance measurement. The channels literature suggests a “channel performance metric paradox”. Approaches to channel performance metrics have been mutually orthogonal or even negatively correlated. (Jeuland & Shugan 1983; Lewis & Lambert 1991; Larson & Lusch 1992). This paradox implies that it is impossible for all channel performance metrics to be maximized simultaneously and tradeoffs exist.

This paper proposes a research model and propositions which extend previous research and attempts to reconcile this “channel performance metric paradox”. The model assumes that testing the relationship between the Miles and Snow strategy types and a comprehensive range of channel performance metrics may explain this paradox. Previous implementation performance research has focused more on the Porter strategies rather than the Miles and Snow strategy types.

 

This document has been peer reviewed.