TOC: J Mar Channels
Introduction
Journal of Marketing Channels, 21(4)
Sales and Negotiations Within Marketing Channels
–David E. Fleming & Jon M. Hawes [] []
Salesperson Slotting Allowance Authority in Manufacturer-Retailer Negotiations
–William J. Rowe PhD, Matthew T. Seevers & James E. Zemanek Jr. [] []
Collaborative Communication between Sales and Logistics and Its Impact on Business Process Effectiveness: A Theoretical Approach
–Colin B. Gabler, Raj Agnihotri & Chris R. Moberg [] []
Less is More: An Exploratory Analysis of Optimal Visual Appeal and Linguistic Style Combinations in a Salesperson’s Initial-Contact E-mail to Millennial Buyers Within Marketing Channels
–Jennifer L. Dapko & Andrew B. Artis [] [Google Scholar]
The Proactive Behavior of Younger Salespeople: Antecedents and Outcomes
–Michael L. Mallin, Charles B. Ragland & Todd A. Finkle [] []
Recognizing Distributive or Integrative Negotiation Opportunities in Marketing Channels: The Conceptualization of Adaptive Negotiations
–Jon M. Hawes & David E. Fleming [] []