Relationship Appraisal: A route to improved reseller channel performance

Abstract This study reports on research conducted within the computer hardware market into the development of a manufacturer/distributor relationship appraisal process. Criteria for the appraisal are identified from both parties, along with their views on such a process being introduced. Conclusions are drawn that provide valuable guidelines for organizations considering following this particular route with their distributors. A brief overview of the relevant literature related to manufacturer/distributor relationships is also provided for contextual rigor.

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