Insights into the Complex Relationship Between Independent Manufacturers' Representatives and Their Principals
Description:
Independent manufacturers' representatives (IMRs) are companies that sell products on behalf of manufacturers (principals), typically on a commission basis. IMRs offer principals specialized knowledge about product areas or markets, and they can function as attractive supplements or replacements for in-house sales units. The literature on IMRs' allocation of resources to their principals and the downstream impact on performance is underexplored. A paucity of published research exists using actu…
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Date:
August 2020
Creator:
Bergestuen, Trond
Partner:
UNT Libraries