Control problems in distribution channels: Empirical evidence of management control systems contributions

As part of the supply chain, manufacturing firms are increasingly placing greater emphasis on the management of their outsourced distribution channels (DCs). However, the role that interorganizational Management Control Systems (MCS) can play in managing DC problems is still not clearly understood. Through an exploratory case study, we show how intra-organizational control problems persist in an inter-organizational context, rooted in informational asymmetries and conflicts of interest and aggravated by interdependencies. Likewise, the case study illustrates the way in which MCS assists the manufacturing firm to communicate to its representatives what the organization wants from them, motivating them and transferring capabilities. Thus, MCS can help to complement and re-orientate inter-firm agreements and constitutes a key tool for managing DCs in a flexible way.