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Conflict and performance in channels: a meta-analysis.

Kamran Eshghi¹, Sourav Ray²

¹Assistant Professor, Faculty of Management, Laurentian University, 935 Ramsey Lake Rd., ON P3E 2C6 Sudbury, Canada.

Journal of the Academy of Marketing Science

|November 18, 2020

Summary

Channel conflict negatively impacts business performance, with this link evolving alongside e-commerce growth. International operations, member dependency, and North American businesses experience more pronounced negative effects from channel conflict.

Keywords:

Channel conflict Channel performance Distribution channels Meta-analysis

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Area of Science:

Marketing
Business Management
E-commerce

Background:

Channel member conflict is a significant concern for marketers.
Previous research presumed a negative impact of conflict on channel performance.

Purpose of the Study:

To conduct a comprehensive meta-analysis of the empirical literature on channel conflict and performance.
To examine how the relationship between channel conflict and performance has evolved over time.
To identify factors moderating the conflict-performance link.

Main Methods:

Meta-analysis of empirical literature from 1960-2020.
Correlational analyses.
Two-stage meta-analytic structural equation modeling (TSSEM).
Meta-analytic regression analyses (MARA).

Main Results:

Channel performance is negatively linked to channel conflict.
The conflict-performance relationship has evolved with e-commerce growth.
International operations, channel member dependency, and North American markets show more pronounced negative impacts.
Study characteristics (measurement, sampling) influence reported findings.

Conclusions:

Channel conflict consistently harms business performance.
E-commerce evolution has altered the impact of channel conflict.
Contextual factors like international scope and dependency intensify conflict's negative effects.