Managing channel conflict through channel development
William G. Zikmund D.B.A., Ralph F. Catalanello Ph.D.
Journal of the Academy of Marketing Science · 1976 · Volume 4 · Issue 4
Abstract
It is generally argued that channel conflict should not be unmanaged. However, the actual practice of handling conflict remains a problem. This article discusses Channel Development as a fresh approach to channel management.
Keywords
Channel Member, California Management Review, Channel Development, Cooperative Advertising, Channel Problem
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