Multichannel Cooperation Scale

What it measures

Measures the degree to which the company's sales channels work with one another and with the company's sales management in a close and constructive manner when acting in the market. Captures holistic multichannel system cooperation (both inter-channel and channel-management cooperation). Higher scores indicate greater cooperation.

Representative items

• Our sales channels regularly exchange relevant information.
• Our sales channels work closely together when acting in the market.

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.