Determinants of Continuity in Conventional Industrial Channel Dyads
Recently, increasing attention has been paid to the question of how to build stable, long-term relationships between manufacturers and members of conventional channels. This des...
Publications
3 shownResource Allocation Behavior in Conventional Channels
This exploratory study assesses the impact of variables associated with a financial portfolio model (marginal returns, growth, synergy, and uncertainty) and characteristics of t...
The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis
This descriptive study explores the reasons for integration of the personal selling function, i.e., the use of employee (“direct”) salespeople rather than manufacturers' represe...
Frequent Co-Authors
Researcher Info
- h-index
- 3
- Publications
- 3
- Citations
- 3,522
- Institution
- University of Pennsylvania
External Links
Impact Metrics
h-index
3
h-index: Number of publications with at least h citations each.