Management-Oriented Indices of Channel Conflict

We report the development and implementation of simple indices of channel conflict in the boat industry. We discuss the relationship between conflict and satisfaction. Although the value of an index represents a measure of channel conflict in a particular industry, the components of our indices represent a range of channel practices in any industry. We analyzed five perceptual and five behavioral elements of conflict which constitute the indices we present. While the theoretical content for the indices are reviewed and synthesized in the paper, the actual findings should be particularly useful to management.