Horizontal Multichannel Conflict Scale

What it measures

Measures the degree of disputes occurring among the company's sales channels in the multichannel system, as reflected by their frequency, intensity, and importance. Higher scores indicate greater horizontal conflict between channels (lateral conflicts among channel peers).

Representative items

• Among our sales channels, frequent conflict occurs.
• Among our sales channels, intensive conflict occurs.

Citation

Fürst, A., Leimbach, M. & Prigge, J-K. (2017). Organizational multichannel differentiation: An analysis of its impact on channel relationships and company sales success. Journal of Marketing, 81(1), 59–82.