Modeling the Continuum of Relationship Styles Between Distributors and Suppliers

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Abstract
A model of the full range of relationships, including partnerships, between suppliers and distributors is presented. The model identifies, from a distributor's perspective, the dynamics, influencing factors, and outcomes that affcet the style of relationship chosen. Indluded are the components of the relationship which distinguish between arm's-length and partnership styles. Propositions about relationship development and structure are offered.

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