Parvinen, Petri; Pöyry, Essi - In: Journal of Business & Industrial Marketing 33 (2018) 2, pp. 153-163
Purpose: In mature global business-to-business (B2B) product markets, management of external sales channels, governed … by contractual relationships, is a key determinant of business performance. However, existing sales channel management … literature lacks focus on contractual governance and reseller management success. The purpose of the study is to systematically …