Salesperson slotting allowance authority in manufacturer-retailer negotiations
Year of publication: |
2014
|
---|---|
Authors: | Rowe, William J. ; Seevers, Matthew T. ; Zemanek, James E. <Jr.> |
Published in: |
Journal of marketing channels : ... distribution systems, strategy, and management. - Binghamton, NY : Haworth Press, ISSN 1046-669X, ZDB-ID 1121777-7. - Vol. 21.2014, 4, p. 232-241
|
Subject: | channel negotiations | delegating salesperson authority | salesperson influence | salesperson performance | salesperson trustworthiness | slotting allowances | United States | Verkaufspersonal | Salespeople | Verhandlungen | Negotiations | Lieferantenmanagement | Supplier relationship management |
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