Abstract
The paper studies the contents and dynamics of the interaction relationships between large hardware producers and intermediaries. The paper stresses the idea that there is a tight correlation between the nature of such interactions and the intermediaries' commercial and technological capabilities. The paper sustains the thesis that hardware vendors have to adopt a cooperative approach to channel actors.
| Titolo tradotto del contributo | [Autom. eng. transl.] The dynamics of the interaction between large hardware companies and specialized "intermediate subjects" |
|---|---|
| Lingua originale | Italian |
| pagine (da-a) | 163-183 |
| Numero di pagine | 21 |
| Rivista | Economia e Politica Industriale |
| Stato di pubblicazione | Pubblicato - 1990 |
Keywords
- canali di marketing
- collaborazioni
- distribuzione
- strategie di vendita