Dublin Core
Title
Channel Structure and Conflict Management among Multinational
Corporations (MNCs) in Ghana
Corporations (MNCs) in Ghana
Creator
Robert Ebo Hinson a
Description
[Abstract] The research seeks to gain qualitative insights into channel structure and conflict management
of leading multinational companies operating in Ghana. A case-study approach was adopted for this study.
Data was gathered and analyzed qualitatively through interviews of managers of five multinational firms
in Ghana. The companies were found to be practicing a three-level channel system, a combination of
exclusive and intensive distribution strategies and a partial integration, thus limiting their control of the
chain of distribution. The managements of the case companies have adopted some measures to mitigate
the conflict-prone zones, which, in most cases, are not yielding the desired result of consolidating their
channel operations. This research may have limited generalizability to all multinationals. The major
contribution of this paper is that it helps in drawing out key issues of channel structure and conflict
management in a developing economy context.
of leading multinational companies operating in Ghana. A case-study approach was adopted for this study.
Data was gathered and analyzed qualitatively through interviews of managers of five multinational firms
in Ghana. The companies were found to be practicing a three-level channel system, a combination of
exclusive and intensive distribution strategies and a partial integration, thus limiting their control of the
chain of distribution. The managements of the case companies have adopted some measures to mitigate
the conflict-prone zones, which, in most cases, are not yielding the desired result of consolidating their
channel operations. This research may have limited generalizability to all multinationals. The major
contribution of this paper is that it helps in drawing out key issues of channel structure and conflict
management in a developing economy context.
Date
2011
Source
https://www.researchgate.net/profile/Thomas-Anning-Dorson/publication/312038741_Channel_Structure_and_Conflict_Management_among_Multinational_Corporations_MNCs_in_Ghana/links/586b9cde08ae6eb871bb5b36/Channel-Structure-and-Conflict-Management-among-Multinational-Corporations-MNCs-in-Ghana.pdf
Language
English