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• W2082652796 abstract "Abstract This research attempts to distinguish empirically between the potential influence of a manufacturer versus the manufacturer's salesperson over a distributor's business in eight different areas of potential influence: price, order quantity, product line, advertising and sales promotion, customer service, inventory, customer credit, and display. Data were collected from 412 industrial distributors in a marketing channel. The author conducted a factor analysis to find out if the salesperson does have power over policy areas apart from that of the manufacturer and found support for the belief that, compared with the manufacturer, the manufacturer's salesperson has a different domain of power than does the manufacturer in a channel containing an industrial distributor." @default.
• W2082652796 created "2016-06-24" @default.
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• W2082652796 date "1997-01-01" @default.
• W2082652796 modified "2023-09-27" @default.
• W2082652796 title "Manufacturer influence versus manufacturer salesperson influence over the industrial distributor" @default.
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• W2082652796 doi "https://doi.org/10.1016/s0019-8501(96)00109-5" @default.
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