...David Shipley; David Cook; Eileen Barnett Shrewd channel leadership is required to maximise the benefits and to minimise the many potential problems of exporting through independent overseas distributors. Exporters need to apply effective programmes for distributor recruitment, motivation, support...

...Nicole Coviello; Jack Dart; David A. Boag On‐site interviews were conducted with distribution managers in 20 technology‐based manufacturing firms located in Canada. The managers were asked to indicate the thoroughness with which they identified,selected, and recruited middlemen. Perceptions...

... Bibliography History of Advertising Trust Recruitment Regulations 72 HAT Research by George Harrison A large part of the aims and objectives of the History of Advertising Trust is to stimulate research into various aspects of the history of advertising in Britain. If this results in publication in book...