Zobrazeno 1 - 10 of 96 pro vyhledávání: '"Alberto Sa Vinhas"'
3
Online/offline information search patterns and outcomes for services
Autor: Alberto Sa Vinhas, Douglas Bowman
Publikováno v: Journal of Services Marketing. 33:753-770
Purpose This study aims to determine the antecedents and consequences of information source choice to support a purchase decision for services high in experience attributes. Design/methodology/approach The authors conduct two studies to test their pr
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::7362d3250789a8256b85ebd1a0a55457
https://doi.org/10.1108/jsm-07-2017-0222
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6
Exclusive dealing without territory exclusivity in multichannel systems: managing channel conflict and driving commitment
Autor: Richard Gibbs, Alberto Sa Vinhas
Publikováno v: Marketing Letters. 29:291-305
The exclusive dealing literature suggests that manufacturers should protect exclusive dealers (ED) from intrabrand competition by assigning exclusive territories (ET). We consider ED systems without ET and investigate how manufacturers can enhance ED
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::71b7533c0910b184319357c15962bcbb
https://doi.org/10.1007/s11002-018-9462-9
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7
Forms of Competition and Outcomes in Dual Distribution Channels: The Distributor’s Perspective
Autor: Jan B. Heide, Alberto Sa Vinhas
Publikováno v: Marketing Science. 34:160-175
The focus of this paper is dual distribution channels in business-to-business markets. We take the perspective of the distributor, and examine how different forms of competition with a manufacturer-owned channel impact distributor opportunism. Next,
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::71b608c7c221d65b4126961cde8ea676
https://doi.org/10.1287/mksc.2014.0880
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8
Consistency Judgments, Embeddedness, and Relationship Outcomes in Interorganizational Networks
Autor: Sandy D. Jap, Alberto Sa Vinhas, Jan B. Heide
Publikováno v: Management Science. 58:996-1011
Past research has shown how outcomes in interorganizational relationships are influenced by the characteristics of the individual relationship in question. Focusing on relationships between suppliers and their organizational buyers, we augment this p
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::9a75f5e5d7087b907ddfb3235e9ca0c0
https://doi.org/10.1287/mnsc.1110.1462
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9
Competitive channel relationship management: When resellers establish competing manufacturer relationships
Autor: Richard Gibbs, Alberto Sa Vinhas
Publikováno v: Marketing Letters. 23:645-659
The focus of this study is the impact of competitive relationships on the effectiveness of channel relationship management strategies. We argue that the characteristics of a reseller’s relationship with alternative manufacturers influence his/her e
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::8126b5d50ad798b1e777a3b2568894d5
https://doi.org/10.1007/s11002-012-9168-3
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10
The Antecedents of Double Compensation in Concurrent Channel Systems in Business-To-Business Markets
Autor: Erin Anderson, Alberto Sa Vinhas
Publikováno v: Journal of Personal Selling & Sales Management. 28:133-144
We look at a channel compensation strategy frequently adopted by business-to-business manufacturers that use their own channels and independent entities simultaneously to sell their products in a given territory: compensating both channels (double co
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::24a78a9a68dc6f813c7bf555ec1f8c81
https://doi.org/10.2753/pss0885-3134280202
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