Distributor Contributions to Partnerships with Manufacturers, Business Horizons
As distributors move more and more toward a professional management style, their role in working partnerships with manufacturers must become proactive rather than reactive. Only in this way, the authors argue, will the partnership survive and prosper.
James A. Narus, James Anderson
Narus, A. James, and James Anderson. 1987. Distributor Contributions to Partnerships with Manufacturers. Business Horizons. 30(5): 34-42.