Stability factors in industrial marketing channels |
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Authors: | IDavid Ford |
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Institution: | I. DAVID FORD is Programme Director of Industrial Marketing at the University of Bath, United Kingdom |
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Abstract: | This article is based on the notion that buyer-seller relationships can only be understood as part of the channel in which they are located. This article is also concerned with the factors that stabilize both the relations between individual companies and the channel as a whole. Some suggestions on how channels may be changed are also presented. |
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