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| Author: | Iglesias. V. Vázquez, R. Rodríguez-del-Bosque, I. |
| Title: | Intra-brand differences in payment periods in marketing channels |
| Journal: | International Journal of Research in Marketing
2007 : MAR, VOL. 24:1, p. 49-63 |
| Index terms: | bargaining credit trading distribution channels efficiency pay |
| Language: | eng |
| Abstract: | The causes that trigger lengthy payment periods have received scant attention. Distributors often employ variant payment periods in their transaction with the same manufacturing company. The aim of this paper is to analyze the causes that spark such intra-brand differences by considering two groups of antecedents. First those linked to the balance of power in the supplier-distributor relationship and second those that derive from the quest for efficiency in the market channel. The results show how efficiency-based antecedents play a key role and are complementary to power-based analyses in explaining the phenomenon of payment periods. |
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