Title: E-commerce and management of channel conflict: evidence from small manufacturing firms in the UK

Authors: Jun Li, Jay Mitra, Harry Matlay

Addresses: Department of Strategy and Human Resource Management, Business School, University of Luton, Park Square, Luton LU1 3JU, UK. ' Department of Strategy and Human Resource Management, Business School, University of Luton, Park Square, Luton LU1 3JU, UK. ' Business School, University of Central England, Perry Barr, Birmingham M42 2SU, UK

Abstract: The management of ||channel conflict|| is perceived as one of the main barriers to the adoption of e-commerce by small firms. A great deal of research has been carried out on channel management in large firms but the issues and findings do not necessarily apply to the small firm context. This paper presents some new evidence, based on ten case studies (two referred to in depth), on how small manufacturing firms in the UK manage the potential conflict of channel distributions when adopting e-commerce. Some good practices are also identified.

Keywords: small and medium-sized manufacturing enterprises; SMEs; disruptive technologies; e-commerce; channel conflict management; innovation; electronic commerce; small firms; channel management; channel distributions; UK.

DOI: 10.1504/IJTM.2004.005781

International Journal of Technology Management, 2004 Vol.28 No.7/8, pp.747 - 766

Available online: 05 Dec 2004 *

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