search query: @author Frankel, R. / total: 8
reference: 6 / 8
| Author: | Zemanek, Jr., J.E. Frankel, R. |
| Title: | Does the manufacturer's salesperson have power over the industrial distributor? |
| Journal: | Journal of Business-to-Business Marketing
2001 : VOL. 8:4, p. 29-53 |
| Index terms: | DISTRIBUTION MANUFACTURING POWER SALESPEOPLE |
| Language: | eng |
| Abstract: | This research attempts to distinguish empirically between the potential influence of a manufacturer as compared to the influence of a manufacturer's salesperson over an industrial distributor. Given the existence of such a distinction, the scope of such influence is examined with regard to a distributor's business in eight different areas of potential influence: price, order quantity, product line, advertising and sales promotion, customer service, inventory, customer credit and display. |
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