The Performance Implications and Success Factors of Channel Design and Channel Management on B2B Markets


Homburg, Christian ; Vollmayr, Josef ; Hahn, Alexander


URL: https://www.bwl.uni-mannheim.de/media/Einrichtunge...
Document Type: Working paper
Year of publication: 2012
The title of a journal, publication series: IMU Research Insights
Volume: 006
Place of publication: Mannheim
Publishing house: Inst. für Marktorientierte Unternehmensführung, Univ. Mannheim
Publication language: English
Institution: Business School > ABWL u. Marketing I (Homburg)
Außerfakultäre Einrichtungen > Institut für Marktorientierte Unternehmensführung (IMU)
Subject: 650 Management
Abstract: Providing an overview of prevalent sales systems on B2B markets Providing evidence that the performance of a sales system, measured with channel conflict and sales cost efficiency, has a strong impact on suppliers´ sales growth and profit margin Identifying the key success factors in channel design (such as the number of sales channels) and channel management practices (such as incentivation and control) of a sales system´s performance

Dieser Eintrag ist Teil der Universitätsbibliographie.




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Homburg, Christian ; Vollmayr, Josef ; Hahn, Alexander (2012) The Performance Implications and Success Factors of Channel Design and Channel Management on B2B Markets. IMU Research Insights Mannheim 006 [Working paper]


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