The Role and Contributions of Independent Sales Representatives in the Relationship Between Merchandise Suppliers and Small Retailers: Dynamic Interactions in the Channel
Small retailers are searching for a basis of competitive advantage to compete against larger retailers. The independent sales representative (rep) may represent such a basis. Little is known about how the role of reps and their performance is perceived by suppliers and retailers. We do not know wha...
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| Format: | Others |
| Language: | English |
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University of North Texas
1998
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| Online Access: | https://digital.library.unt.edu/ark:/67531/metadc277918/ |