Distributor contributions to partnerships with manufacturers

James A. Narus; James C. Anderson

doi:10.1016/0007-6813(87)90077-2

Distributor contributions to partnerships with manufacturers

James A. Narus, James C. Anderson

Marketing

Research output: Contribution to journal › Article › peer-review

48 Scopus citations

Abstract

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 language	English (US)
Pages (from-to)	34-42
Number of pages	9
Journal	Business Horizons
Volume	30
Issue number	5
DOIs	https://doi.org/10.1016/0007-6813(87)90077-2
State	Published - Jan 1 1987

ASJC Scopus subject areas

Business and International Management
Marketing

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