How channels evolve: A historical explanation

Bairstow, N; Young, L

How channels evolve: A historical explanation

Bairstow, N Young, L

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Publication Type:: Journal Article
Citation:: Industrial Marketing Management, 2012, 41 (3), pp. 385 - 393
Issue Date:: 2012-04-01

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Field	Value	Language
dc.contributor.author	Bairstow, N	en_US
dc.contributor.author	Young, L	en_US
dc.date.issued	2012-04-01	en_US
dc.identifier.citation	Industrial Marketing Management, 2012, 41 (3), pp. 385 - 393	en_US
dc.identifier.issn	0019-8501	en_US
dc.identifier.uri	http://hdl.handle.net/10453/22662
dc.description.abstract	This paper addresses the nature and drivers of channel evolution. The evolution of the Australian IT industry is investigated using historical methods. Identification of channel issues and descriptions of its evolution are drawn from trade publications, augmented by interviews with channel participants and analyzed using a combination of content, causal and narrative event analysis to sequence, link and interpret the flow of events that have shaped this channel. We find that market, product, and influence and to a lesser degree commercial agreements, have shaped the development of this channel. These emanate primarily from within the Australian IT industry, but to some degree are also influenced by international events. The paper concludes with a discussion as to how these findings can be extrapolated and used to illustrate the deep co-evolutionary processes that characterize distribution channels. © 2011.	en_US
dc.relation.ispartof	Industrial Marketing Management	en_US
dc.relation.isbasedon	10.1016/j.indmarman.2011.06.012	en_US
dc.subject.classification	Marketing	en_US
dc.title	How channels evolve: A historical explanation	en_US
dc.type	Journal Article
utslib.citation.volume	3	en_US
utslib.citation.volume	41	en_US
utslib.for	1505 Marketing	en_US
utslib.for	1503 Business and Management	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
pubs.organisational-group	/University of Technology Sydney/Faculty of Business/Marketing Discipline
utslib.copyright.status	closed_access
pubs.issue	3	en_US
pubs.publication-status	Published	en_US
pubs.volume	41	en_US

Abstract:

This paper addresses the nature and drivers of channel evolution. The evolution of the Australian IT industry is investigated using historical methods. Identification of channel issues and descriptions of its evolution are drawn from trade publications, augmented by interviews with channel participants and analyzed using a combination of content, causal and narrative event analysis to sequence, link and interpret the flow of events that have shaped this channel. We find that market, product, and influence and to a lesser degree commercial agreements, have shaped the development of this channel. These emanate primarily from within the Australian IT industry, but to some degree are also influenced by international events. The paper concludes with a discussion as to how these findings can be extrapolated and used to illustrate the deep co-evolutionary processes that characterize distribution channels. © 2011.

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http://hdl.handle.net/10453/22662