The art of maintaining productive sales channel partnerships
Monday, October 26, 2015 - 11:00
in Psychology & Sociology
As manufacturers well know, the nuances of interpersonal relationships are writ large in the context of sales channel partner programs, and knowing how to manage them is a surprisingly delicate business. A paper forthcoming in the December 2015 issue of the Journal of Retailing describes just how nuanced the back and forth can be as companies seek to incentivize but not alienate their partners.