| Author(s) | Hussein Abdulla El-Omari |
| Affiliation | Associate Professor, College of Business & Economics, United Arab Emirates University, Al Ain, P. O. Box 17555, U.A.E. |
| Title | Policies and Distribution Channels: The Retailer-Wholesaler Channel in the United Arab Emirates |
| Source | Journal of King Saud University. Administrative Sciences. Volume 16, No 2. (2004/1424) |
| Abstract | Almost all recent literature on marketing channels has focused on studying this subject in the USA and the West. Specifically, previous research has failed to study conflict in marketing channels in developing countries (e.g., United Arab Emirates). As a consequence, the knowledge of marketing, in general, in these countries remains incomplete. Using a quantitative approach, the author examined the effect of conflict on channel members in the United Arab Emirates. Many issues like manufacturers’ management of the rebate systems; manufacturers’ management of credit terms; manufacturers’ support services; manufacturers’ methods of pricing and discounts; manufacturers’ allowance of free return of goods; manufacturers’ honor of contracts; importance of name and family to manufacturers; and manufacturers’ desire to participate in social activities, were investigated. Based on convenience sampling procedure, 240 wholesalers were selected as a sample for this study. The results of this study indicated a strong sense of dissatisfaction amongst UAE wholesalers with respect to manufacturers’ management of their distribution systems, which could develop into conflict between members of the marketing channels. |
