Barriers to transparency and information sharing in manufacturer–distributor relationships: an Indian FMCG context

Purpose This study aims to analyze the interrelationships among the barriers to transparency and information sharing among manufacturers and retail distributors and suggests possible ways of overcoming those barriers to maintain the longevity of the association, resulting in mutual gains. Design/methodology/approach The barriers were identified using a literature review and finalized by semi-structured interviews with industry experts. This study used Total Interpretive Structural Modelling (TISM) and MICMAC analysis to model and understand the inter-relationships between the identified barriers. An exhaustive exploration was made on the ten barriers identified, and suggestions were prescribed to overcome them. Findings This study identified ten barriers that inhibit transparent information sharing between manufacturers and distributors. The barriers, Lack of Inclusive Participation, Behavioral Uncertainty, and Environmental Uncertainty are identified as the major drivers curtailing transparency in the Indian retail scenario, leading to agency problems. The barriers, Relationship with the customers, and Contractual opportunism have high dependency on other barriers, and they require other barriers to be addressed before addressing them. Originality/value To the best of our knowledge, previous studies in this domain have not captured all the barriers and studied their interrelationships. This study attempts to model the interrelationships of the identified barriers to transparency and information sharing between manufacturers and distributors. The developed model provides insights to researchers, policymakers, and practitioners in this domain.