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Table Table 1 Go-to-market & pricing

The two-part route ledger

A route decision should report economic incrementality and control allocation as separate outputs.

AssessmentLedger fieldDeclared or modelled inputObserved evidenceDecision use
ControlRoute overlap and domainSame customer, offer, geography, or reserved segment?Contact and quote records showing overlap or separationHead-on competition versus complementarity
ControlOrigination and negotiationWho sourced, quoted, negotiated, and set terms?CRM, quote, and order trailBooking and credit allocation
ControlContractual allocationWho is the contracting party or merchant of record, and who has documented contact or renewal authority?Contract or policy record, with disputes marked unresolvedFormal allocation, not realized control
ControlObserved executionWhich actor actually contacted the customer, accessed its history, executed the renewal, or provided support?Contact logs, access records, renewal action, and service ticketsRealized control and operating burden
ControlService incidence and costWho performs the work and bears contractual or economic liability?Tickets, hours, and cost evidenceService burden and route P&L
ControlMonetary contribution inputsPrice, fees, commissions, discounts, returns, delivery costs, and support-cost categoriesRecorded amounts and dates, each counted onceContribution calculation
ControlCross-account learning accessWho is permitted to use patterns across customer accounts?Actual access and documented useStrategic control and learning exposure
EconomicsEligibility and baseline routeWhich customers are eligible, and what existing route is the comparison?Cohort, route, and time-period recordsComparison scope
EconomicsDemand comparison and designWhat design identifies demand that would not otherwise have arrived through the existing route?Holdout or defended comparison evidenceIncremental demand status
EconomicsContribution conversionHow are route revenue, displaced economics, fees, and service costs translated into contribution profit?Monetary inputs and assumptionsIncremental contribution profit
DecisionSeparate outputsWhich commercial verdicts are required?Bookings, observed contribution, control allocation, incremental demand, and incremental profitFinal decision without one blended label

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Reference & Evidence

Source: Author's synthesis of Homburg et al. (2020), Sa Vinhas and Anderson (2005), Claro et al. (2018), Rösch (2024), Helgesen (2000), and Palmatier et al. (2007). The ledger is an unvalidated decision structure, not a measured channel effect.

Each line is a claim from the register this journal publishes against, resolved from the register at build time.

  • A The sign flips by route design, in the authors' words: "Whereas direct channel usage predominantly lowers agency conflicts in terms of information asymmetry and sales partner moral hazard, indirect channel usage" amplifies them. So an observed association can differ across direct and indirect route designs Homburg, Vomberg and Muehlhaeuser (2020), publisher PDF pp. 1, 9, and 13-16 · CH1R-C1
  • A Concurrent channels mean running both routes at once: "having concurrent channels means doing both this phenomenon is poorly understood even though it has been growing rapidly" Sa Vinhas and Anderson (2005), printed pp. 510 and 513-515 · CH1R-C2
  • A Both signs sit in one model: functional conflict improves channel performance directly, while "an excessive increase may also amplify the dysfunctional conflict thereby damaging channel performance" Claro, Vojnovskis and Ramos (2018), PDF pp. 16-20 · CH1R-C3
  • B The asymmetry is structural: each participant sees only their own interactions, while "the marketplace owner can observe and analyze every transaction on the platform" Rösch (2024), version-of-record pp. 533-540 · CH1R-C4
  • B The object has to be chosen before anything aggregates: profitability images are elaborated "for various objects with respect to the market": "customer category, product, market, market segment, market area, distribution channel, value chain, agent area" Helgesen (2000), full paper · CH1R-C5
  • B A route-level ledger can assign distinct booking, access, service, economics, renewal, expansion, and learning fields before outcome judgment Author framework grounded in the cited channel sources · CH1R-C7
  • B A route comparison needs a design that identifies incremental demand; gross bookings do not supply that comparison Author framework grounded in the cited channel sources and sweep boundary · CH1R-C8

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

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