OVERCOMING BASIC PROBLEMS BETWEEN MANUFACTURERS AND DISTRIBUTORS

被引：10

作者：

CALANTONE, RJ

GASSENHEIMER, JB

机构：

来源：

INDUSTRIAL MARKETING MANAGEMENT | 1991年 / 20卷 / 03期

关键词：

D O I：

10.1016/0019-8501(91)90020-G

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Manufacturers selling to industrial and commercial markets rely heavily on distributors for many diverse marketing functions and marketing support functions. These relationships evolve over time to cover many different complex situations and issues. This article examines the critical factors that differentiate the highly successful suppliers that grab the largest share of an industrial distributor's business and summarizes the route to success. © 1991.

引用

页码：215 / 221

页数：7