Working Papers

The Effects of Switching Costs on the Termination of Distribution Channel Relationships

Allen Weiss and Erin Anderson

Jan 1, 1991

Explores the question of when and why manufacturers convert from an independent to a direct salesforce using a sample of 243 American firms.

This resource is not available online.

By using MSI.org you agree to our use of cookies as identifiers and for other features of the site as described in our Privacy Policy.