University of Southern California

Gary Frazier
Richard and Jarda Hurd Chair in Distribution Management & Professor of Marketing

USC Marshall School of Business
Los Angeles, CA 90089-0808

DBA, MBA, Indiana University; BA, BS, Bemidji State University


Gary Frazier is an expert on structuring and managing channels of distribution, and has published extensively in leading marketing journals. He currently serves as editor of Journal of Marketing. He has won several awards for his teaching, including Marshall's Golden Apple Award in 2008. Professor Frazier has consulted and taught for a number of major corporations, including Coca-Cola, General Electric, Honeywell, IBM, Intel, Microsoft, and Weyerhaeuser, and is active in expert witnessing. He served as an advisor to the Justice Department in its examination of Microsoft. Before joining USC in 1984, Professor Frazier served on the faculty of the University of Illinois.


Vertical Restraints and Channel Relationship Dissolution in Franchise Systems 2013
Conflict Management and Outcomes in Franchise Relationships: The Role of Regulation 2013
Contracts, Extra-Contractual Incentives, and Ex-Post Behavior in Franchise Channel Relationships 2012
The Moderating Influence of Firm Market Power on the Transaction Cost Economics Model: An Empirical Test in a Forward Channel Integration Context 2007
The Severity of Contract Enforcement in Inter - Firm Channel Relationships 2001
Organizing and Managing Channels of Distribution 1999
Principles of Marketing 1999
On Distributor Commitment in Industrial Channels of Distribution: A Multi-Component Approach, 1997
On the Measurement of Distributor Commitment in Industrial Channels of Distribution 1997
Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships 1996
A Typology of distribution Channel Systems: A Contextual Approach 1996
Determinants of Distribution Intensity 1996
Exchange Relationships and Inter-firm Power in channels of Distribution 1995
Buyer-Supplier Relational Characteristics and Joint Decision Making 1994
A Perspective on Interorganizational Exchange in Channels of Distribution 1994
Advances in Telecommunications Management 1993
Integrated Channel Management: Merging the Communications and Distribution Functions of the Firm. 1993
The Vertical Integration Issure in Channels of Distribution 1993
Advances in Distribution Channels Research 1992
Multiple Channels of Distribution and Their Impact on Retailing 1992
The Use of Influence Strategies in Inter-firm Relationships in Industrial Product Channels 1991
A Transaction Cost Analysis Model of Channel 1990
Channel Member Response to Trade Programs 1990
Intensity, Functions, and Integration in Channels of Distribution 1990
The Design and Management of Channels of Distribution: A State-of-the-Art Perspective 1990
Proceedings, American Marketing Associations' Winter Theory Conference 1989
Distribution Channel Relationship: A Sellers Versus Buyers Market Perspective 1989
Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country 1989
Just-In-Time Exchange Relationships in Industrial Markets 1988
Proceedings, American Marketing Association's National Educators' Conference 1988
Intrachannel Complaining Behavior and Conflict 1988
Contemporary Views on Marketing Practice 1987
On the Theory of Distribution Channel Structure 1987
Push and Pull Strategies in Industrial Markets: A Normative Framework 1987
Perceptions of Inter-firm Power and Its Use within a Franchise Channel of Distribution 1986
An Attitude-Behavior Framework for Distribution Channel Management 1985
The Data Aggregation Issue in Empirical Analysis for Strategic Market Planning 1985
Inter-firm Influence Strategies and Their Application within Distribution channels 1984
The Inter-firm Power-Influence Process within a Marketing Channel 1984
Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective 1983
On the Measurement of Inter-firm Power in Channels of Distribution 1983
A Margin-Return Model for Strategic Market Planning 1983
Business Definition and Performance 1983
Intraindustry Marketing Strategy Effects on the Analysis of Firm Performance 1982
Using Industry Data in Small Business Decision Making: Potential Problems 1982
A Model of Strategy Mix Choice for Planned Social Change. 1982
Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance 1979
An Indirect Approach to Measuring Power in Distribution Channels 1978
Use of Power in the Inter-firm Influence Process 1978
The Application of Channel Power: Its Effects and Connotations 1978
Correlates of Consumer Expectations and Complaining Behavior 1977