MANUFACTURERS' REPRESENTATIVES: RELATIONSHIPS BETWEEN SELLING SUPPORT AND SATISFACTION

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       MANUFACTURERS’ REPRESENTATIVES:
     RELATIONSHIPS BETWEEN SELLING SUPPORT
               AND SATISFACTION
                    Michael W. Pass, Sam 
				
DOCUMENT INFO
Description: Manufacturers may outsource the sales function for their products to manufacturers' representatives on an extended contract basis. These independently owned and operated firms work with several manufacturers by selling a portfolio of noncompeting product lines on a commission basis. An effective relationship with them is important because they are a primary link to customers for the manufacturer. Without appropriate selling support the sales performance desired from the representatives may not be achieved and it is possible that a representative will seek out an arrangement with a more suitable manufacturer. Different types of selling support were examined in this study to determine if the quality of it makes a difference in the representative's satisfaction and if some types of support have a greater impact on the their satisfaction. Hypotheses are advanced for testing the influence of three categories of support. In addition to testing the hypotheses, the relative influence of eight specific types of selling support on representative satisfaction is determined. Findings are discussed and areas for future research are suggested. The author wishes to thank the Manufacturers' Representatives Educational Research Foundation (MRERF) for supporting this research. [PUBLICATION ABSTRACT]
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