An integrative marketing channel performance measurement framework

Abstract

This paper proposes a number of channel performance measurement research propositions. The paper reviews the strategy implementation, strategic control, marketing metrics, marketing channels and performance measurement literature to develop a conceptual model and research propositions. Current channel performance measurement guidelines are too generic for marketing managers and too reliant on fi nancial measures. The introduction of contextual variables such as strategy, culture and manager ’ s personality may provide measures more useful for an individual company ’ s context and requirements. The alignment of channel measures with business strategy should result in more effective and effi cient use of channel resources.