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channels with low fixed costs and risk. In addition, their control over these exclusive reps was very high.
8) Organizational Culture
- organizational culture has an important impact on channel management. Some manufacturers, even those that do a good deal of business through indirect channels, have
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and Barton A. Weitz (1986), "Make-or-Buy Decisions: Vertical Integration and Marketing Productivity," Sloan Management Review, Vol. 27(Spring), No. 3, pp. 3-19.
Anderson, Erin and Barton A. Weitz (1992), "The Use of Pledges to Build and Sustain Commitment in Distribution Channels, Journal of Market
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and Brokers of America, "2001 Market share numbers confirm positive trend for independent agents", Nov, 2002
Laureen Regan & Yu Ren Tzeng, "An empirical test of distribution system and ownership form choice for property liability insurance firms", Feb, 1998.
NAIC, Managing General Agents Model Act,
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and G. I. Susman, Strategic reponses to global competition: advanced technology, organization design and human resource practices, In Snow, C.C. (ed.), Strategy, Organization Design, and Human Resource Management, Greenwich : CT, JAI Press, 1992.
12. Goldhar, J. D. and D. Lei, "Organizing and managi
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Distribution Channel", The Cornell H.R.A.Quarterly, 39(4).
Cushman, W.H.,Rosenber, D.J.(1991), Human Factors in Product Design,
Elservier.
Hoof, Hubert B. V. & Thomas E. Combrink(1998), "U.S. Lodging Managers
and the Internet", The Cornell H.R.A. Quarterly, 39(2), pp.46-54.
Laws, Eric(1997), Manag
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and legal systems, as well as unfamiliar economic conditions, advertising media, and distribution channels. An international firm accustomed to promoting its productson television will have to alter its approach when entering a less developed market in which relatively few people have televisions. A
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관계를 유지하기 위해 단기간의 희생을 흔쾌히 수락하는것, 안정된 관계에 대한 자신감”이라고 서술하였다. Anderson,E.W/Wietz,B(1992), "The Use of Pledges to Buils and Sustain Commitment in Distribution Channels", Journal of Marketing Research, Vol.29,No.1,pp.18-34
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