Price and margin negotiations in marketing channels: The influence of strategic information transmission.
Marketing channel members, i.e., manufacturers and distributors, commonly negotiate key terms of exchange such as prices and margins. These negotiations can have a significant impact on a channel member's profit stream over the duration of the business relationship. Despite the importance of th...
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| Language: | en |
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The University of Arizona.
1996
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| Online Access: | http://hdl.handle.net/10150/187503 |