About this document
Multichannel Sales Systems in B2B Markets by huynhxuantruc2004 is a document available to read on EtoBox.
The article explores the design and governance of multichannel sales systems in business-to-business markets, focusing on how direct and indirect channel usage affects agency conflicts and manufacturer performance. It finds that direct channels generally reduce agency conflicts, while indirect channels can exacerbate them, with governance mechanisms playing a critical role in aligning channel design with performance outcomes. The research highlights the need for managers to strategically align their multich
- Author
- huynhxuantruc2004
- Language
- EN