Rangan, V. Kasturi; Zoltners, Andris A.; Becker, Robert J. - In: Management Science 32 (1986) 9, pp. 1114-1122
Distribution channel design is a complex decision involving (a) the strategic choice of the appropriate channel structure, and (b) the tactical selection of the appropriate intermediaries. This paper presents a decision framework and a model to aid management in the tactical selection of the...
