An Emprical Study of Value-Added-Reseller Relationship Management
Shuanghong Niu
Broschiertes Buch

An Emprical Study of Value-Added-Reseller Relationship Management

Important Factors of Value-Added-Reseller Relationship in High-Technology Sales Management: A Dual Perspective

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The aim of this book is to contribute to the research on relationship management in companies manufacturing high-technology products with regard to their value-added-resellers (VARs). Based on a review of literature covering resource/knowledge- based view, social capital theory and transaction cost economics, an integrated model was developed. This study draws on the existing knowledge from other researchers regarding the important factors in the VAR relationship management, and tries to test the existing knowledge in the defined context and also to discover whether there are new factors and w...