Ghosh, Amit K.; Benoy Joseph, W.; Gardner, John T.; … - In: Journal of Business & Industrial Marketing 19 (2004) 7, pp. 433-443
Due to the increased domination of industrial sales channels by distributors, suppliers must develop strong relationships with industrial distributors in order to succeed in new markets. Initiating partnering relationships with distributors in new markets, however, entails significant risks and...