Research

Interest Domination as a Framework for Exploring Channel Changes in Transitional Economies

Changes in political and economic power can affect channel structures and decisions. Western channel models may not be useful for understanding the process of change in Central and East European transforming economies. This discussion suggests that channels in transforming economies may be controlled by groups or networks of people with mutual interests, a phenomenon the authors call interest domination. The article examines interest domination by managers, Communist cadres, and other party elite in two transforming economies and describes how structural and behavioral components of command economies might be conducive to interest domination of marketing channels. Propositions for explaining the political, social, and economic factors that sustain interest domination and contribute to change in interest-dominated channels are offered. Examples from Hungary and Tajikistan are used to provide context for the discussion.

Publication Information
Article Title: Interest Domination as a Framework for Exploring Channel Changes in Transitional Economies
Journal: Journal of Macromarketing (1996)
Vol. 16, No. 2, p. 8-23
Author(s): Dahab, D.;  Gentry, James W;  Sohi, Ravi
Researcher Information
    
Gentry, James W
Gentry, James W
Maurice J. and Alice Hollman College Professor
Expertise:
  • Consumer Behavior
  • Cross-Cultural Issues
  • Family Decision Making
  • International Consumerism
  • International - Asia
Marketing
CoB 345G
P.O. Box 880492
University of Nebraska-Lincoln
Lincoln, NE 68588-0492, USA
Phone: (402) 472-3278
Fax: (402) 472-9777
jgentry@unl.edu
Sohi, Ravi
Sohi, Ravi
Professor and Robert D. Hays Distinguished Chair of Sales Excellence
Expertise:
  • Business-to-Business Marketing
  • E-Commerce Marketing
  • International Marketing
  • Marketing Channels Management
  • Sales Management
Marketing
CoB 335D
P.O. Box 880492
University of Nebraska-Lincoln
Lincoln, NE 68588-0492, USA
Phone: (402) 472-2316
Fax: (402) 472-9777
ravisohi@unl.edu