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

Research output: Chapter in Book/Report/Conference proceedingsConference contribution

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.
Original languageEnglish
Title of host publicationProceedings of the 10th annual conference of the global sales science institute
Pages76-80
Publication statusPublished - 2016
Event10th Global Sales Science Institute 2016 Conference - Brimingham, United Kingdom
Duration: 3 Jun 20165 Jun 2016
https://www.vlerick.com/en/no-navigation/gssi2016/programme

Conference

Conference10th Global Sales Science Institute 2016 Conference
CountryUnited Kingdom
CityBrimingham
Period03.06.201605.06.2016
Internet address

Keywords

  • Governance mechanism
  • Distributor
  • Sales force
  • Literature Review

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