Industrial Marketing Management
This nationwide survey reports distributors' perspectives of their relationship with a core supplier. The survey reports on elements of partnership, expectations, outcomes, and satisfaction relating to the relationship's position on a continuum between arm's length and close partnership styles.
Joseph, W. Benoy; Gardner, John T.; Thach, Sharon; and Vernon, Frances, "How Industrial Distributors View Distributor-Supplier Partnership Arrangements" (1995). Marketing. Paper 20.
Joseph, W. B., Gardner, J. T., Thach, S., , & Vernon, F. (1995). How Industrial Distributors View Distributor-Supplier Partnership Arrangements. Industrial Marketing Management, 24(1), 27-36.