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

Homburg, Christian ; Vollmayr, Josef ; Hahn, Alexander

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: Institut für Marktorientierte Unternehmensführung, Universität Mannheim
Publication language: English
Institution: Business School > Business-to-Business Marketing, Sales & Pricing (Homburg 1998-)
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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