Designing channel incentives to overcome reseller rejection

As more and more products are distributed through independent channel resellers, suppliers find it increasingly difficult to craft highly motivational incentive packages. Instead, many suppliers' product lines are neglected by resellers in deference to more compatible incentive offers. This paper studies the many aspects of incentive rejection and incentive compatibility and prescribes a four-step, theory-based process to help suppliers craft attractive incentive programs. The process involves identifying resellers' performance needs, recognizing how each need suggests a different basis for incentive rejection, and designing an incentive package such that the incentives support specific reseller needs. Also, unique channel conditions are considered.

Toward a business-to-business channel incentives classification scheme

A recent focus on intermediary compensation underscores the need to organize the many complex incentives used by channel practitioners. Employing a grounded theory methodology, a channel incentives classification scheme is induced from 170 unique channel incentives used in 59 high technology suppliers’ channel programs. The incentives are organized into 16 subcategories and 5 major categories: Credible Channel Policies, Market Development Support, Supplemental Contact, High-Powered Incentives, and End-User Encouragements. Each incentive subcategory is discussed as a means of controlling reseller behaviors. Also, the conditions that give rise to the implementation of incentives are investigated through four testable research propositions.

Control-based channel governance and relative dependence

Control and governance theories recognize that exchange partners are subject to two general forms of control, the unilateral authority of one firm and bilateral expectations extending from their social bond. In this way, a supplier both exerts unilateral, authority-based controls and is subject to socially-based, bilateral controls as it attempts to manage its brand successfully through reseller channels. Such control is being challenged by suppliers’ growing relative dependence on increasingly dominant resellers in many industries. Yet the impact of supplier relative dependence on the efficacy of control-based governance in the supplier’s channel is not well understood. To address this gap, we specify and test a control model moderated by relative dependence involving the conceptualization and measurement of governance at the level of specific control processes: incenting, monitoring, and enforcing. Our empirical findings show relative dependence undercuts the effectiveness of certain unilateral and bilateral control processes while enhancing the effectiveness of others, largely supporting our dual suppositions that each control process operates through a specialized behavioral mechanism and that these underlying mechanisms are differentially impacted by relative dependence. We offer implications of these findings for managers and identify our contributions to channel theory and research.

Computer integrated monitoring

Computer integrated monitoring is a very large area in engineering where on-line, real time data acquisition with the aid of sensors is the solution to many problems in the manufacturing industry as opposed to the old data logging method by graphics analysis. The raw data which is collected this way however is useless in the absence of a proper computerized management system. The transfer of data between the management and the shop floor processes has been impossible in the past unless all the computers in the system were totally compatible with each other. This limits the efficiency of the systems because they get governed by the limitations of the computers. General Motors of U.S.A. have recently started research on a new standard called the Manufacturing Automation Protocol (MAP) which is expected to allow data transfer between different types of computers. This is still in early development stages and also is currently very expensive. This research programme shows how such a shop floor data acquisition system and a complete management system on entirely different computers can be integrated together to form a single system by achieving data transfer communications using a cheaper but a superior alternative to MAP. Standard communication character sets and hardware such as ASCII and UARTs have been used in this method but the technique is so powerful that totally incompatible computers are shown to run different programs (in different languages) simultaneously and yet receive data from each other and process in their own CPUs with no human intervention.

Modeling impact of both frame collisions and frame corruptions on IEEE 802.15.4 channel access for smart grid applications

IEEE 802.15.4 standard has been recently developed for low power wireless personal area networks. It can find many applications for smart grid, such as data collection, monitoring and control functions. The performance of 802.15.4 networks has been widely studied in the literature. However the main focus has been on the modeling throughput performance with frame collisions. In this paper we propose an analytic model which can model the impact of frame collisions as well as frame corruptions due to channel bit errors. With this model the frame length can be carefully selected to improve system performance. The analytic model can also be used to study the 802.15.4 networks with interference from other co-located networks, such as IEEE 802.11 and Bluetooth networks. © 2011 Springer-Verlag.

Control of electronic channel affiliates:an exploratory study and research propositions

Electronic channel affiliates are important online intermediaries between customers and host retailers. However, no work has studied how online retailers control online intermediaries. By conducting an exploratory content analysis of 85 online contracts between online retailers and their online intermediaries, and categorizing the governing mechanisms used, insights into the unique aspects of the control of online intermediaries are presented. Findings regarding incentives, monitoring, and enforcement are presented. Additionally, testable research propositions are presented to guide further theory development, drawing on contract theory, resource dependence theory and agency theory. Managerial implications are discussed. © 2012 Elsevier Inc.

Investigation of the effect of an increased supervisory signal power in a high-loss loopback monitoring system

We present experimental results for the effect of an increased supervisory signal power in a high-loss loopback supervisory system in an optically amplified wavelength division multiplexing (WDM) transmission line. The study focuses on the investigation of increasing the input power for the supervisory signal and the effect on the co-propagating WDM data signals using different channel spacing. This investigation is useful for determining the power limitation of the supervisory signal if extra power is needed to improve the monitoring. The study also shows the effect of spacing on the quality of the supervisory signal itself because of interaction with adjacent data signals. © The Institution of Engineering and Technology 2014.

Investigation of the effect of an increased supervisory signal power in a high-loss loopback monitoring system

We present experimental results for the effect of an increased supervisory signal power in a high-loss loopback supervisory system in an optically amplified wavelength division multiplexing (WDM) transmission line. The study focuses on the investigation of increasing the input power for the supervisory signal and the effect on the co-propagating WDM data signals using different channel spacing. This investigation is useful for determining the power limitation of the supervisory signal if extra power is needed to improve the monitoring. The study also shows the effect of spacing on the quality of the supervisory signal itself because of interaction with adjacent data signals.

Investigation of the effect of an increased supervisory signal power in a high-loss loopback monitoring system

We present experimental results for the effect of an increased supervisory signal power in a high-loss loopback supervisory system in an optically amplified wavelength division multiplexing (WDM) transmission line. The study focuses on the investigation of increasing the input power for the supervisory signal and the effect on the co-propagating WDM data signals using different channel spacing. This investigation is useful for determining the power limitation of the supervisory signal if extra power is needed to improve the monitoring. The study also shows the effect of spacing on the quality of the supervisory signal itself because of interaction with adjacent data signals.