Search Results - person:"Bergestuen, Trond"

Principal-independent manufacturers' representative relationships : review, synthesis, directions for future research

Bergestuen, Trond; Thompson, Kenneth N.; Strutton, David - In: Industrial marketing management : the international … 102 (2022), pp. 421-437

Persistent link: https://www.econbiz.de/10013259113

Dual distribution systems: investigating their effects on independent manufacturers' representatives' perceptions of manufacturers

Bergestuen, Trond; Thompson, Kenneth N.; Strutton, David - In: Journal of personal selling & sales management : JPSSM 42 (2022) 1, pp. 68-82

Persistent link: https://www.econbiz.de/10013178133

The impact of sales controls on manufacturers’ agents’ tactical decisions : the importance of inter-organizational climate

Thompson, Kenneth N.; Strutton, David; Mims, Tina Christine - In: The journal of business & industrial marketing 37 (2022) 6, pp. 1222-1240

Persistent link: https://www.econbiz.de/10013400032

The impact of sales controls on manufacturers’ agents’ tactical decisions : the importance of inter-organizational climate

Thompson, Kenneth; Strutton, David; Mims, Tina Christine; … - In: Journal of Business & Industrial Marketing 37 (2021) 6, pp. 1222-1240

Purpose: Organizational climate is an essential dynamic to leverage in salesforce performance. This study aims to develop a model that explores the determinants of independent manufacturers’ representatives’ (i.e. IMRs’) intentions to comply with their principals’ requests for...

Persistent link: https://www.econbiz.de/10012639865