Vertical Multichannel Conflict Scale

What it measures

Measures the degree of disputes occurring between the company's sales channels and its sales management in the multichannel system, as reflected by frequency, intensity, and importance. Higher scores indicate greater vertical conflict between channels and management.

Representative items

• Between our sales management and sales channels, frequent conflict occurs.
• Between our sales management and sales channels, conflict over important issues 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.