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ArticleDesigning channel incentives to overcome reseller rejection

David I. Gilliland2003

Article2003

Designing channel incentives to overcome reseller rejection

David I. Gilliland

43 citations·0/0 files stored·Industrial Marketing Management

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Supply Chain and Inventory Management Customer Service Quality and Loyalty Consumer Market Behavior and Pricing

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References

1991Comparative Economic Organization: The Analysis of Discrete Structural Alternatives 1988Organizations: Rational, Natural, and Open Systems 1978The External Control of Organizations.1994Developmental Processes of Cooperative Interorganizational Relationships 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels 1983A Spatial Model of Effectiveness Criteria: Towards a Competing Values Approach to Organizational Analysis 1995The Effects of Perceived Interdependence on Dealer Attitudes 1984Organizations: Rational, Natural, and Open Systems.

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2015Effect of exporter’s incentives on foreign distributor’s role performance 2008Cross‐border interfirm cooperation: the influence of the performance context 2017Towards evidence-based management of external resources: Developing design propositions and future research avenues through research synthesis 2013Distribution challenges and workable solutions 2016Divided attitudinal loyalty and customer value: role of dealers in an indirect channel

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Year2003

Typearticle

Published2003-03-25

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations43

Files0 public / 0

ShelfSupply Chain and Inventory Management

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doi10.1016/s0019-8501(03)00031-2

openalex_workW2011063352

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