1.Marketing channel management and the sales manager
For most manufacturers, success or failure is determined by how effectively and efficiently their products are sold through their marketing channel members (e.g., agents, ......  Rosenbloom B. Marketing channels: a management view.
MARKETING CHANNEL MANAGEMENT AND THE SALES MANAGER
2.Managing channels of distribution in the age of electronic commerce
multichannel distribution system from the perspective of the supplier firm. We describe strategies for proactively managing conflict, both externally with channel ...
MANAGING CHANNELS OF DISTRIBUTION
3.Develop A Framework for Selection of Intermediary in Marketing ...
control of these intermediaries is called marketing channel management. The concept .... of agents in the channel, the kind of relationship that will be build and several other ... in the industrial market, manufacturers should select distributors who carry a ..... his view for cooperation in management and customer support task.
4.Fam, Kim Paper 034.pdf - ANZMAC
collective goals through a connected system or channel. This is ... manufacturers and retailers, but power conflicts must first be addressed before a mutually ... management of marketing tools such as sales promotion between two channel ... their views on inter-firm power, conflict and cooperative strategic goal setting. The ...
FAM, KIM PAPER 034
5.THE SALESPERSON AS OUTSIDE AGENT OR EMPLOYEE: A - BEAR
the use of employee (“direct”) salespeople rather than manufacturers' ... The exploding cost of personal selling (Sales and Marketing Management 1983) ... channel management, “going direct” means using an in-house distributor, .... He reports a “new view” among managers that small companies should (and must) start ...
6.Use of Power and Sources of Power in International Channels: The ...
distribution, intermediaries are important for many export manufacturers. They assist ... insurance agents, Lusch and Brown's (1982) franchised new car dealers , Skinner and. Guiltinan's .... Marketing Channels: A Management View (5th ed.) ...
7.PERFORMANCE AND RELATED CHANNEL PHENOMENA IN ...
agent dealers in the emerging market of Saudi Arabia. Hypotheses relating agents' ... The literature on channel management abounds with theoretical and ..... expected though, in view of the fact that most manufacturers have one single agent.
PERFORMANCE AND RELATED CHANNEL PHENOMENA IN INTERNATIONAL MARKETS THE SAUDI CAR MARKET
8.MATCHMAKERS IN WINE MARKETING CHANNELS: THE CASE ...
manufacturers' agents or commission merchants – and brokers who remain ... theoretical point of view, this work contributes to a better understanding of .... can improve distribution channels efficiency by efficiently managing information flows.