Designing channel incentives to overcome reseller rejection
Article Abstract:
The factors causing reseller's rejection due to non-compatible incentive offers are examined and four-step, theory-based process to help suppliers design attractive incentive programs are presented. The channel incentive process is designed to overcome reseller rejection and hence achieve high-performance outcome.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
United States, Management dynamics, Product Recalls, Management, Product safety, Company business management, Product recall
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
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The impact of organizational learning on relationship orientation, logistics service effectiveness and performance
Article Abstract:
The effects of organizational learning on inter-firm relationship of logistics service providers using structural equation modeling are discussed.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2007
Marketing procedures, Logistic Services, Process, Physical Distribution, and Logistics Consulting Services, Management services, Cyprus, Psychological aspects, Usage, Influence, Logistics services, Interpersonal relations, Statistical methods, Organizational learning, Customer relations
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2007
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