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A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships

โœ Scribed by James C. Anderson and James A. Narus

Book ID
124053310
Publisher
American Marketing Association
Year
1984
Tongue
English
Weight
488 KB
Volume
48
Category
Article
ISSN
0022-2429

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A model is presented of an exchange episode between a manufacturer and a distributor that generates disappointing performance outcomes. The authors suggest that manufacturers commit different types of resources in the initial stages of relationships with distributors, which affect both the distribut