How Electrical Contractors Choose Distributors

Industrial Marketing Management, Vol. 20, No. 1, pp. 29-42, February 1991

Posted: 27 Feb 2012

See all articles by Geoffrey Gordon

Geoffrey Gordon

affiliation not provided to SSRN

Roger Calantone

Michigan State University

Anthony Di Benedetto

Temple University

Date Written: 1991

Abstract

The current study examines the issue of channel power from the customer's perspective. A summary of previous studies on channel power is given. These findings are then contrasted with the results of a nationwide study of the buying habits of electrical contractors. The degree to which the channel member(s) can influence customers, coupled with other factors existing in the external environment, will directly affect the customers' decisions about establishing alliances.

Suggested Citation

Gordon, Geoffrey and Calantone, Roger and Di Benedetto, Anthony, How Electrical Contractors Choose Distributors (1991). Industrial Marketing Management, Vol. 20, No. 1, pp. 29-42, February 1991. Available at SSRN: https://ssrn.com/abstract=2011195

Geoffrey Gordon

affiliation not provided to SSRN ( email )

Roger Calantone

Michigan State University ( email )

Agriculture Hall
East Lansing, MI 48824-1122
United States

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