Zablah, Alex R.; Johnston, Wesley J.; Bellenger, Danny N. - In: Journal of Business & Industrial Marketing 20 (2005) 7, pp. 355-363
Purpose – To develop and propose a conceptual model that explains why downstream channel members (e.g. retailers) are likely to adopt or resist the implementation of emerging partner relationship management (PRM) technologies by their channel counterparts (i.e. suppliers)....