Manufacturers' Governance Mechanisms of the Distributors' Sales Force - Is there a Missing Link?

Publikation: Beitrag in Buch/Bericht/TagungsbandKonferenzbeitrag

Abstract

This paper examines the main assumptions about channel governance mechanisms in the literature as a basis for a dissertation. The literature review reveals six categories of governance mechanisms and identifies that current research only focuses on a company level governance perspective. Individual target groups within the distributors have not been investigated although a few studies examine the control of dealers’ top managers. As other studies emphasize the importance of distributors’ sales force for the success of the manufacturers, it is suggested that future research should close the gap between channel governance mechanisms and distributors’ sales force control.
OriginalspracheEnglisch
TitelProceedings of the 10th annual conference of the global sales science institute
Seiten76-80
PublikationsstatusVeröffentlicht - 2016
Veranstaltung10th Global Sales Science Institute 2016 Conference - Brimingham, Großbritannien/Vereinigtes Königreich
Dauer: 3 Jun 20165 Jun 2016
https://www.vlerick.com/en/no-navigation/gssi2016/programme

Konferenz

Konferenz10th Global Sales Science Institute 2016 Conference
Land/GebietGroßbritannien/Vereinigtes Königreich
OrtBrimingham
Zeitraum03.06.201605.06.2016
Internetadresse

Schlagwörter

  • Governance mechanism
  • Distributor
  • Sales force
  • Literature Review

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