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| Author: | Webb, K. L. |
| Title: | Managing channels of distribution in the age of electronic commerce |
| Journal: | Industrial Marketing Management
2002 : FEB, VOL. 31:2, p. 95-102 |
| Index terms: | Marketing channels Electronic commerce Business-to-business Distribution channels |
| Language: | eng |
| Abstract: | The authors investigate the effect of introducing the Internet channel into an already complex, multichannel distribution system from the perspective of the supplier firm. They describe strategies for proactively managing conflict, both externally with channel partners and internally among the subunits responsible for managing the channels. |
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