... dependence levels (Bacharach and Lawler, 1980). This discussion suggests the following hypothesis: © MCB UP Limited 2001 Singapore Distribution channels Manufacturing strategy Supplier relations Influence Motivational for channel members The interdependence that arises among...

... and managerial implications have also been discussed. There are two predominant approaches in the study of international distribution channels (Gattorna, 1978). The economic approach assumes that the primary goal of a channel structure is to achieve maximum operational efficiency at minimum costs (Coughlan...

... relationships Customer requirements Distribution channels Industrial marketing Organizational restructuring Sales management EVALUATING MULTIPLE SALES CHANNEL STRATEGIES David W. Cravens Thomas N. Ingram Raymond W. LaForge Implementing a successful multiple sales channel strategy offers impressive...