In a multi-channel distribution environment, the selection and assessment of suppliers are pivotal to effective retailer performance management. This necessitates heightened qualifications and competence from suppliers. This study examines the relationship between the perception of supplier...

The size distribution of firms is an important indicator of market concentration. Studying the distribution of sales for eBay’s commercial sellers, this paper provides the first analysis of a firm size distribution (FSD) at an online market, further examining its evolution, and the underlying...

Problem definition: Although the analytical literature has extensively studied distribution channels, the empirical evidence on the values of omnichannel distribution is limited, especially for the omnichannel used by manufacturing companies to fulfill retail orders. I empirically evaluate the...

Little is known about the relationship between distribution and market share in the wine category. Understanding the influences of product and distribution characteristics at the SKU-level and incorporating them into marketing strategy and planning has important managerial and academic...

Status quo of Artificial Intelligence and its relevance for sales -- Analysis of Artificial Intelligence in the sales cycle phases -- AI in lead generation and qualification -- AI in outreach -- AI for supporting customer conversations -- AI for generating customer value -- AI in solution...

Importance of Strategic Sales Structuring -- The Market: Building a detailed understanding of the market and competition -- The Customer: Developing a detailed understanding of buyers and customers -- The Channel: Determining sales channels and structuring options -- The Organization:...

We model an influencer economy in which brand owners and sellers depend on influencers to attract consumers while competing in both influencer and product markets. As technologies governing marketing outreach improve, the equilibrium features non-monotonicities in influencer market...

What prevents the spread of information among coworkers, and which management practices facilitate workplace knowledge flows? We conducted a field experiment in a sales company, addressing these questions with three active treatments. (1) Encouraging workers to talk about their sales techniques...

As the distribution strategy, the bundle and add-on strategy has been widely applied to sell the base goods and add-on goods in retail markets. Meanwhile, the rapid growth of e-commerce has also forced more platforms to participate in the above strategies. Motivated by these, we consider three...

In a matter of decades, digital technologies have transformed the way we communicate with others, conduct business, produce goods and services, as well as the way we live, work, and spend our spare time. These, often rapid, developments hold a lot of promise for the future, in terms of wealth...

An increasing number of online retailers (e.g., Amazon.com and JD.com) who are established as pure resellers are providing marketplace services allowing suppliers to directly sell products to consumers. These platforms’ hybrid roles of resellers and marketplaces make it possible for suppliers...

Purpose: Sales and procurement are the main boundary spanning functions of an organization – each with a specific focus and partly different views and objectives. They are often considered as two sides of a coin that struggle with one another for relative competitive advantage. The...

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Distribution und Logistik -- Modelle der Distributionslogistik -- Digitalisierung in der Distributionslogistik -- Internationale Handelsklauseln -- Logistiknetzwerke und Lieferketten -- Distributionsstandort -- Lagertechnik und Kommissionierung -- Verpackung, Lager- und Förderhilfsmittel --...