Alternative channels of distribution e-commerce strategies for industrial manufacturers Academic Article uri icon


  • A major trend in industry is to seek expanded market share, acquire new markets, encroach on competitors, or lower costs through the use of e-commerce (EC), in which the Internet performs the vital function of providing the interface. EC will undoubtedly lead to changes in the part traditional distributors and retailers play in the supply chain. Their roles could be enhanced or threatened by the new channels arising under EC. This article was developed as part of a research study with a large industrial manufacturer. Five potential channels were developed and are discussed in detail in this article.

author list (cited authors)

  • Lawrence, F. B., Zank, G. M., Jennings, D. F., Stading, G. L., Vokurka, R. J., & Narayan, R

complete list of authors

  • Lawrence, FB||Zank, GM||Jennings, DF||Stading, GL||Vokurka, RJ||Narayan, R

publication date

  • January 2001