Working Papers

The Role of Communication Strategy in Channel Member Performance: Is More Collaborative Communication Better?

Jakki Mohr, Robert J. Fisher, and John R. Nevin

Jan 1, 1994

Compares two models of how communication strategy between channel members can affect channel performance; suggests the favorable implications for companies of adopting a frequent, formal, and noncoercive approach to communication.

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.