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Volume 18, Issue 3

Journal of Inter-Organizational Relationships

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Journal of Inter-Organizational Relationships, Volume 18, Issue 3 (2011)

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Journal of Marketing Channels, Volume 18, Issue 3 (2011)

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Salesforce Interactions With Channel of Distribution Members

Guest Editorial

Editorial

The Role of Salespeople in the Efficient Operation of the Marketing Channel

Thomas L. Baker & Jon M. Hawes

Pages: 165-169

Published online: 24 Jun 2011

First Page PreviewforThe Role of Salespeople in the Efficient Operation of the Marketing Channel | Full Text | References | PDF (40.9 KB)

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Article

Multisource Commitment to Suppliers and Salespeople

Nwamaka A. Anaza & Brian N. Rutherford

Pages: 171-188

Published online: 24 Jun 2011

AbstractforMultisource Commitment to Suppliers and Salespeople | Full Text | References | PDF (150.9 KB)

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Article

A Mixed-Method Study of the Effects of Guanxi Between Salespersons and Buyers on Retailer–Supplier Relationships in China

Ying Huang, Brenda Sternquist, Chun Zhang & Roger Calantone

Pages: 189-215

Published online: 24 Jun 2011

AbstractforA Mixed-Method Study of the Effects of Guanxi Between Salespersons and Buyers on Retailer–Supplier Relationships in China | Full Text | References | PDF (144.2 KB)

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Article

Strategies for Trade Sales in a Changing Asian Business Culture

Mark P. Leach, Annie H. Liu & Lou E. Pelton

Pages: 217-239

Published online: 24 Jun 2011

AbstractforStrategies for Trade Sales in a Changing Asian Business Culture | Full Text | References | PDF (232.5 KB)

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Journal of Inter-Organizational Relationships (Vol.18, Iss.3, 2011)

Salesforce Interactions With Channel of Distribution Members

Salesforce Interactions With Channel of Distribution Members

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