The Use of Gestalt Approaches for Understanding Adaptive Behaviors in Channels of Distribution

Brent M. Wren


Several recent studies have focused on the adaptive response of channel members to internal and external environmental changes. This research has sought to explain and predict the manifestation of particular organizational actions in response to environmental demands. The majority of this research has adopted a contingency-based approach. The present paper argues that the use of a Gestalt approach might provide a more thorough understanding of the phenomena being studied. In supporting this thesis, the author will (a) discuss the major weaknesses of the contingency approach, (b) provide evidence supporting the existence and usefulness of Gestalts, and (c) describe the techniques used in identifying channel gestalts.

Full Text:



Copyright (c)

International Journal of Marketing Studies  ISSN 1918-719X(Print) ISSN 1918-7203(Online) E-mail:

Copyright © Canadian Center of Science and Education

To make sure that you can receive messages from us, please add the '' domain to your e-mail 'safe list'. If you do not receive e-mail in your 'inbox', check your 'bulk mail' or 'junk mail' folders.