Small retailers are searching for a basis of competitive advantage to compete against larger retailers.
The independent sales representative (rep) may represent such a basis. Little is known about how the role of reps and their performance is perceived by suppliers and retailers. We do not know what is expected from reps, if the reps' performance meets suppliers and retailers expectations, or whether met expectations lead to a basis of competitive advantage. Primarily, the study was designed to identify the role and contributions reps in the interactions between the supplier and retailer in the channel of distribution.
| Identifer | oai:union.ndltd.org:unt.edu/info:ark/67531/metadc277918 |
| Date | 05 1900 |
| Creators | Gruben, Kathleen H. (Kathleen Hall) |
| Contributors | Coe, Barbara J., Pavur, Robert J., Hasty, Ronald W., Eve, Susan Brown |
| Publisher | University of North Texas |
| Source Sets | University of North Texas |
| Language | English |
| Detected Language | English |
| Type | Thesis or Dissertation |
| Format | x, 263 leaves : ill., Text |
| Rights | Public, Copyright, Copyright is held by the author, unless otherwise noted. All rights reserved., Gruben, Kathleen H. (Kathleen Hall) |
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