Een definitie van kanaalconflict

Ik kwam in een posting van Winita Whermai een mooie definitie van kanaalconflicten tegen:

According to the author of this article (Allen Weiss) �channel conflict occurs when one party perceives they�re putting more into the relationship than the other; in other words, not being rewarded for a good effort�. He called this situation �asymmetric dependence� which is created by Sony. According to him there are several reasons why companies create channel conflict. For example, many companies want to imitate their competitor�s success without looking at their own situation. A good example of this is Compaq�s who, just like Dell, tried to switch to the direct business model. What Compaq overlooked was that Dell never had a dealer network like Compaq and did not have to worry about going online. However, channel conflict is not inevitable, companies can avoid this; for example, by selling distinctly different products through the net than trough the retail outlets. Important is that companies must work together with their channels to resolve the resulting channel conflicts and to create a superior value-delivery network.

In dit stukje wordt gerefereerd aan het kanaalconflict dat Sony creeerde door haar retailers te verplichten muziek te verkopen met hyperlinks naar de eigen online winkel van Sony zelf.
In dit artikel wordt het hele verhaal beschreven. (registratie is verplicht)