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

Producción científica: Article › revisión exhaustiva

Resumen

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.

Idioma original	English
Páginas (desde-hasta)	17-36
Número de páginas	20
Publicación	Journal of Marketing Channels
Volumen	5
N.º	1
DOI	https://doi.org/10.1300/J049v05n01_02
Estado	Published - jun 21 1996

ASJC Scopus Subject Areas

Marketing

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10.1300/J049v05n01_02

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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.

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KW - wholesale distribution

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KW - marketing tools

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