Channel relationships: Whither transaction selling or relationship marketing

Adel I. El-Ansary; Waleed A. El-Ansary

doi:10.1300/J049v05n01_02

Channel relationships: Whither transaction selling or relationship marketing

Adel I. El-Ansary, Waleed A. El-Ansary

Marketing and Logistics

Research output: Contribution to journal › Article › peer-review

Abstract

In this article we report on evidence of transaction and relationship marketing in paper and plastics wholesale distribution, examine their impact on profitability in the marketing channel, and explore keys to guide sales managers in the allocation of their sales forces' effort between winning customers and building accounts, and applying the right marketing tools to each.

Original language	English
Pages (from-to)	17-36
Number of pages	20
Journal	Journal of Marketing Channels
Volume	5
Issue number	1
DOIs	https://doi.org/10.1300/J049v05n01_02
State	Published - Jun 21 1996

ASJC Scopus Subject Areas

Marketing

Keywords

Channel Relationships
Transaction selling
wholesale distribution
sales
marketing
marketing tools

Access to Document

10.1300/J049v05n01_02

Cite this

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title = "Channel relationships: Whither transaction selling or relationship marketing",

abstract = "In this article we report on evidence of transaction and relationship marketing in paper and plastics wholesale distribution, examine their impact on profitability in the marketing channel, and explore keys to guide sales managers in the allocation of their sales forces' effort between winning customers and building accounts, and applying the right marketing tools to each.",

keywords = "Channel Relationships, Transaction selling, wholesale distribution, sales, marketing, marketing tools",

author = "El-Ansary, {Adel I.} and El-Ansary, {Waleed A.}",

note = "Al-Ansary, A. I., & El-Ansary, W. A. (1996). Channel Relationships: Whither Transaction Selling or Relationship Marketing. Journal of Marketing Channels, 5(1), 17–36. https://doi.org/10.1300/J049v05n01_02",

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AB - In this article we report on evidence of transaction and relationship marketing in paper and plastics wholesale distribution, examine their impact on profitability in the marketing channel, and explore keys to guide sales managers in the allocation of their sales forces' effort between winning customers and building accounts, and applying the right marketing tools to each.

KW - Channel Relationships

KW - Transaction selling

KW - wholesale distribution

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KW - marketing

KW - marketing tools

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DO - 10.1300/J049v05n01_02

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