The effects of switching costs on the termination of distribution channel relationships
Subtitle: working paper
By: Allen M. Weiss, Erin Anderson
Contributors: Anderson, Erin; Marketing Science Institute
Series: Report (Marketing Science Institute) -- no. 91-109
Publisher: Marketing Science Institute
Published: 1991
Place of publication: Cambridge, Mass
Language: eng
Number of pages: 35
Subjects: Manufacturers' agents; Sales personnel; Sales management
Notes: "April 1991."

"The purpose of this study is to understand when and why manufacturers convert from an independent to a direct sales force"--p. [i].

Includes bibliographical references (p. 32-34).