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Building Relationships in Distribution Channels

Building Relationships in Distribution Channels Strategic partnering is a method of developing a relationshipbetween two members of a distribution channel based on the growth ofunderstanding, trust and shared information. It does not rely onpersonal relationships between individuals but is initiated at thehighest management levels and becomes a part of the corporate structuresconcerned. The resulting development of integrated marketing plans,joint strategies and tactics allows the partner organisations to developand maintain strategic fit between their capabilities and goals andtheir changing market opportunities. Electronic data interchangetechnology confers direct benefits through lower transaction costs,faster response times and more costeffective service to customers. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Physical Distribution & Logistics Management Emerald Publishing

Building Relationships in Distribution Channels

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0960-0035
DOI
10.1108/EUM0000000000403
Publisher site
See Article on Publisher Site

Abstract

Strategic partnering is a method of developing a relationshipbetween two members of a distribution channel based on the growth ofunderstanding, trust and shared information. It does not rely onpersonal relationships between individuals but is initiated at thehighest management levels and becomes a part of the corporate structuresconcerned. The resulting development of integrated marketing plans,joint strategies and tactics allows the partner organisations to developand maintain strategic fit between their capabilities and goals andtheir changing market opportunities. Electronic data interchangetechnology confers direct benefits through lower transaction costs,faster response times and more costeffective service to customers.

Journal

International Journal of Physical Distribution & Logistics Management – Emerald Publishing

Published: Aug 1, 1991

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