Exploring strategies for companies that use manufacturers' representatives as their sales force-Reference-Cited by-同舟云学术

Exploring strategies for companies that use manufacturers' representatives as their sales force

Published:1996-09 Issue:5 Volume:25 Page:453-461
ISSN:0019-8501
Container-title:Industrial Marketing Management
language:en
Short-container-title:Industrial Marketing Management

Author:

Dishman Paul

Publisher

Elsevier BV

Subject

Marketing

Reference27 articles.

1. A Raging “Rep” Idemic;Taylor,1981

2. Why Major Account Selling Works;Barrett;Industrial Marketing Management,1986

3. For a “Hybrid” Sale Force, Plant the Seeds Early;Lawrence,1982

4. Manufacturer's Representative or Company Salesman?;Gallop;Journal of Marketing,1964

5. Comment on Antecendents of Performance and Satisfaction in a Service Sales Force Compared to an Industrial Sales Force;Bagozzi;Journal of Personal Selling and Sales Management,1986

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1. Principal-independent manufacturers' representative relationships: Review, synthesis, directions for future research;Industrial Marketing Management;2022-04

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3. An exploratory study of factors influencing make-or-buy of sales activities;Strategic Outsourcing: An International Journal;2015-06-15

4. Manufacturers’ Representative–Principal Relationship Management: A Principal Leadership Style and Support Perspective;Journal of Relationship Marketing;2012-07

5. Organizational Drivers of Salespeople’s Customer Orientation and Selling Orientation;Journal of Personal Selling & Sales Management;2011-06