Competition is requiring firms in marketing channels to form tighter partnerships by using information technology (IT) as a critical enabler. However, the impacts from tighter IT linkages are a double-edged sword; some studies found IT-based coordination increases trust and cooperation while other studies viewed it as a source of contention. The purpose of this study is to assess IT impact on conflict and cooperation by looking at the total flow of communication in marketing channels.
Nakayama, Makoto, "Information Technology Impact on Interorganizational Relationships in Marketing Channels: Management of Cooperation, Conflict, and Information Sharing" (1998). AMCIS 1998 Proceedings. 418.