Die Digitalisierung von Vertriebskanälen hat zu einer Verschärfung des Wettbewerbs auch im B2B Sektor beigetragen. Anbieter technischer Anlagen setzen teilweise bis heute auf eine traditionelle Vertriebsarchitektur durch Werks- und Handelsvertreter. Mehrkanalvertriebs-Systeme die...

Die Digitalisierung von Vertriebskanälen hat zu einer Verschärfung des Wettbewerbs auch im B2B Sektor beigetragen. Anbieter technischer Anlagen setzen teilweise bis heute auf eine traditionelle Vertriebsarchitektur durch Werks- und Handelsvertreter. Mehrkanalvertriebs-Systeme die...

This paper investigates the contractual choice between exclusive dealing and common agency in a simple international oligopoly model where products are sold through intermediaries. We find that when trade barriers are high domestic firms tend to adopt exclusive dealing contracts, whereas trade...

In this paper, we estimate the benefits to countries that purchase goods from China of having access to intermediary services provided by Hong Kong. Traders in Hong Kong supply information on markets and producers in China, which provides welfare gains to foreign firms using these services....

Despite their importance to the supply of prescription drugs, there has been limited research on pharmacy benefit managers (PBMs) and their vertical relationships to insurers and drug manufacturers. This paper provides an overview of the current state of research on this topic, motivates why...

This book is about the business of distribution, around which the international film business revolves. Considering sales agents and distributors as primary gatekeepers, the book examines the networks in which they operate, how they operate, how their practices have evolved, and the power and...

Motivated by evidence on the importance of incomplete information and networks in international trade, we investigate the supply of 'network intermediation.' We hypothesize that the agents who become international trade intermediaries first accumulate networks of foreign contacts while working...

L'ouvrage expose, dans une perspective comparative, l'ensemble des règles européennes et françaises applicables en la matière : agence commerciale et droit de la concurrence, harmonisation européenne, critères du contrat d'agence, fin du contrat

"Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading textbook reflects what they do on sales calls with prospects and customers....

The Australian pharmaceutical industry is an important and vibrant part of the National economy and has features that distinguish it from other industries such as advertising restrictions, government subsidies, stringent government and industry regulations and the decision maker not necessarily...

No research has yet focused on comparing the efficiency among different channels when selling insurance products. To fill this gap in the research, this study concentrates on bancassurance services provided through the creation of subsidiaries and compares the efficiency of this model with the...

In the presented paper we introduce an approach to assess particular economic effects which may arise with bringing mobile technologies into the field of sales and distribution. The research problem posed here comprises quite a special case where sales operations of a company are carried by its...

This paper investigates the contractual choice between exclusive dealing and common agency in a simple international oligopoly model where products are sold through intermediaries. We find that when trade barriers are high domestic firms tend to adopt exclusive dealing contracts, whereas trade...

This paper investigates the contractual choice between exclusive dealing and common agency in a simple international oligopoly model where products are sold through intermediaries. We find that when trade barriers are high domestic firms tend to adopt exclusive dealing contracts, whereas trade...

This paper investigates the contractual choice between exclusive dealing and common agency in a simple international oligopoly model where products are sold through intermediaries. We find that when trade barriers are high domestic firms tend to adopt exclusive dealing contracts, whereas trade...