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" |
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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