A marketing-finance approach towards industrial channel contract relationships: A model and application

Article Abstract:

A decision-oriented, normative, multichannel dyadic model is introduced that shows how channel contract relationships interact, thereby explaining the various contract relationships that exist. The model is found capable to transform top managementEs financial objectives into marketing management decisions and to guide the decision process of channel members in optimizing the cash flow consequences of channel contract relationships.

United States, Science & research, Administration of Marketing, Models, Retail/reseller channel, Direct market channel

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On the effects of customer conditions on distributor commitment and supplier commitment in industrial channels of distribution

Article Abstract:

Research is presented concerning the influence of dyad-specific factors and environmental conditions on the commitment of both suppliers and distributors in industrial channels of distribution.

Consumers, Industrial suppliers

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International industrial marketing interactions: dyadic and network perspectives

Article Abstract:

Business alliances and relationships involve both advantages and disadvantages, which are explored at an international level. The role of government bodies is also taken into account.

International business enterprises, Multinational corporations, Industrial policy, Strategic alliances (Business)

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