The Legitimacy of Subsidiary Issue Selling: Balancing Positive & Negative Attention from Corporate Headquarters

We consider how in issue selling, subsidiaries draw on different forms of legitimacy to attract corporate headquarters’ (CHQ) positive attention and minimise negative CHQ attention. Through case study evidence, we find that directing CHQ attention to subsidiary issues needs to be executed as a balancing act through forms of subsidiary legitimacy, namely; the personal legitimacy of key individuals at the subsidiary; consequential legitimacy vis-à-vis peer subsidiaries; and linkage legitimacy in the local environment. We develop a typology of subsidiary issue-selling roles and illustrate how negative CHQ attention results from a failure to legitimise issue selling.

A rising e-channel tide lifts all boats? the impact of manufacturer multi-channel encroachment on traditional selling and leasing

Organizing and managing channels of distribution is an important marketing task. Due to the emergence of electronic commerce on the Internet, e-channel distribution systems have been adopted by many manufacturers. However, academic and anecdotal evidence both point to the pressures arising from this new e-channel manufacturing environment. Questions marks therefore remain on how the addition of this e-channel affects the traditional marketing strategies of leasing and selling. We set up several two-period dual-channel models in which a manufacturer sells a durable product through both a manufacturer-owned e-channel and an independent reseller (leaser) who adopts selling (leasing) to consumers. Our main results indicate that, direct selling cost aside, product durability plays an important role in shaping the strategies of all members. With either marketing strategy, the additional expansion of an e-channel territory may secure Pareto gains, in which all members benefit.

Selling points

The South Carolina Education Lottery publishes a monthly newsletter for lottery retailers with information about new and ending games, success stories, profiles of game winners, events, and calendars.

Selling points

The South Carolina Education Lottery publishes a monthly newsletter for lottery retailers with information about new and ending games, success stories, profiles of game winners, events, and calendars.

Selling points

The South Carolina Education Lottery publishes a monthly newsletter for lottery retailers with information about new and ending games, success stories, profiles of game winners, events, and calendars.

Selling points

The South Carolina Education Lottery publishes a monthly newsletter for lottery retailers with information about new and ending games, success stories, profiles of game winners, events, and calendars.

Selling points

The South Carolina Education Lottery publishes a monthly newsletter for lottery retailers with information about new and ending games, success stories, profiles of game winners, events, and calendars.

Selling points

The South Carolina Education Lottery publishes a monthly newsletter for lottery retailers with information about new and ending games, success stories, profiles of game winners, events, and calendars.

Selling points

The South Carolina Education Lottery publishes a monthly newsletter for lottery retailers with information about new and ending games, success stories, profiles of game winners, events, and calendars.