Channel Governance Mechanisms
Tijmen Struijk
Broschiertes Buch

Channel Governance Mechanisms

When are Outcome Based Channel Incentives Most Effective in the High-Tech Industry?

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As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: "How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program)?" The sub-question of this thesis is: "How do different types of organizational culture of the su...