Communicating with Resellers

Abstract

Introduction The purpose of this paper is to explore possible mechanisms that could be employed by members of a distribution channel to increase the level of meaningful communication among them, especially in actual or potential conflict situations. Pragmatically, our concern is with achieving the establishment within a channel of superordinate goals—goals greatly desired by all those caught in dispute or conflict which cannot be attained by the resources and energies of each of the parties separately, but which require the concerted efforts of all parties involved. It is proposed here that channel members approach the state where they can adopt such goals as communication and interaction between them increase.

Citation

Stern, L.W. (1974), "Communicating with Resellers", International Journal of Physical Distribution, Vol. 5 No. 1, pp. 5-21. https://doi.org/10.1108/eb014327