Bert Rosenbloom holds The G. Behrens Ulrich Professorship in Marketingat Drexel University. One of the world’s leading experts on the management ofmarketing channels and distribution systems, Dr. Rosenbloom has also been anactive consultant for a broad range of industries in manufacturing, wholesaling,retailing, communications, services, and real estate in the United States andabroad.

• Contents IntroductionStrategies for Improving Sales Force Effectiveness in Wholesale Distribution How the Industrial Salesperson’s Use of Power Can Affect Distributor Satisfaction: An Empirical Examination Intermediate Sellers: Wholesaler Liability for Defective Products Dominant Buyers: Are They Changing the Wholesaler’s Role in Marketing Channels? The Role of Wholesaler-Distributors as Marketing Experts: Testing the Effect of Price and Quality in the Wine IndustryInter-Level Effects on Profitability in Vertical Market Relationships and the Role of Wholesalers Cost-Effective Transport Choices for Wholesaler-Distributors Using Transport Probability Analysis Reference Notes Included

Bert Rosenbloom holds The G. Behrens Ulrich Professorship in Marketingat Drexel University. One of the world’s leading experts on the management ofmarketing channels and distribution systems, Dr. Rosenbloom has also been anactive consultant for a broad range of industries in manufacturing, wholesaling,retailing, communications, services, and real estate in the United States andabroad.

• Contents IntroductionStrategies for Improving Sales Force Effectiveness in Wholesale Distribution How the Industrial Salesperson’s Use of Power Can Affect Distributor Satisfaction: An Empirical Examination Intermediate Sellers: Wholesaler Liability for Defective Products Dominant Buyers: Are They Changing the Wholesaler’s Role in Marketing Channels? The Role of Wholesaler-Distributors as Marketing Experts: Testing the Effect of Price and Quality in the Wine IndustryInter-Level Effects on Profitability in Vertical Market Relationships and the Role of Wholesalers Cost-Effective Transport Choices for Wholesaler-Distributors Using Transport Probability Analysis Reference Notes Included

Bert Rosenbloom holds The G. Behrens Ulrich Professorship in Marketingat Drexel University. One of the world’s leading experts on the management ofmarketing channels and distribution systems, Dr. Rosenbloom has also been anactive consultant for a broad range of industries in manufacturing, wholesaling,retailing, communications, services, and real estate in the United States andabroad.

• Contents IntroductionStrategies for Improving Sales Force Effectiveness in Wholesale Distribution How the Industrial Salesperson’s Use of Power Can Affect Distributor Satisfaction: An Empirical Examination Intermediate Sellers: Wholesaler Liability for Defective Products Dominant Buyers: Are They Changing the Wholesaler’s Role in Marketing Channels? The Role of Wholesaler-Distributors as Marketing Experts: Testing the Effect of Price and Quality in the Wine IndustryInter-Level Effects on Profitability in Vertical Market Relationships and the Role of Wholesalers Cost-Effective Transport Choices for Wholesaler-Distributors Using Transport Probability Analysis Reference Notes Included