Wholesale Distribution Channels: New Insights and PerspectivesBert Rosenbloom has brought together leading academic scholars on wholesale distribution who present state-of-the-art analyses and research on the subject. Their chapters clarify readers'insight and deepen their understanding of this two trillion dollar industry with a wide range of topics. Among those covered in Wholesale Distribution Channels are:
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Contents
New Insights and Perspectives | 1 |
Wholesaler Liability for Defective | 2 |
How the Industrial Salespersons Use of Power Can Affect | 23 |
Determinants of Salesperson Performance | 30 |
Analysis of Findings | 36 |
30 | 45 |
Liability Approaches | 54 |
Strategic Implications of Legal Developments | 63 |
34 | 69 |
The Role of WholesalerDistributors as Marketing | 91 |
Methodology | 97 |
37 | 100 |
Conclusions | 106 |
Other editions - View all
Wholesale Distribution Channels: New Insights and Perspectives Bert Rosenbloom No preview available - 1993 |
Common terms and phrases
affects distributor satisfaction analysis Arthur Andersen associated behavior beta coefficient channel members channel of distribution Chardonnay coefficient coercive power costs courts Cronbach's alpha customers defective Distribution Research distributor satisfaction dominant buyers dominant buying El-Ansary EPOW expert power extrinsic cues factors firms Frazier Gaski Haworth Haworth Press hiring practices increase industrial channel Journal of Marketing Kenderdine logistics Lusch manufacturer salesperson's Marketing Channels marketing experts Marketing Management Marketing Research Marketing Science measure negligence Nevin noncoercive power oak level p-value percent performance groups performing sales forces power base power sources product liability profitability purchase quality judgments regression analysis relationship role salers sales force effectiveness sales force performance sales managers salespeople salesperson selling significant sources of power SSAT Stern strict liability structural sumer suppliers taste Teamwork tion Top performing sales top sales forces transportation ucts value-added variables Wal-Mart warranty Weitz wholesaler-distributors wholesaling WPOW