Distributor contributions to partnerships with manufacturers

James A. Narus, James C. Anderson

Research output: Contribution to journalArticlepeer-review

48 Scopus citations


As distributors move more and more toward a professional management style, their role in working partnerships with manufacturers must become proactive rather than reactive. Only in this way, the authors argue, will the partnership survive and prosper.

Original languageEnglish (US)
Pages (from-to)34-42
Number of pages9
JournalBusiness Horizons
Issue number5
StatePublished - Jan 1 1987

ASJC Scopus subject areas

  • Business and International Management
  • Marketing

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