Professor Gary Frazier of USC Marshall School of Business will present his seminar on "Boundaries of Relationship Marketing in Channels of Distribution"
Thursday, 8th November from 10:30 – 12:00 at Saïd Business School, Oxford.
Please note: By invitation only.
In addition to the seminar Prof Frazier will give a presentation for the Journal of Marketing as its editor.
Abstract of the seminar: While the “relationship marketing” paradigm has played an important role in shaping thought about the functioning of channel relationships, it is unlikely to fully apply to every channel context and inter-firm relationship. Taking an organizational knowledge and capabilities perspective, this paper develops a conceptual framework designed to explain, based on industry, firm, and channel system conditions, the level of relational exchange appropriate across alternative inter-firm channel relationships. The need for knowledge transfer and integration between channel members to enable organizational capabilities lies at the foundation of the research approach. Propositions and guidelines for future research are focused upon, and managerial implications are discussed.
The event will be followed by a reception.
Gary Frazier is an expert on structuring and managing channels of distribution, and has published extensively in leading marketing journals. He currently serves as editor of Journal of Marketing. He has won several awards for his teaching, including Marshall's Golden Apple Award in 2008. Professor Frazier has consulted and taught for a number of major corporations, including Coca-Cola, General Electric, Honeywell, IBM, Intel, Microsoft, and Weyerhaeuser, and is active in expert witnessing. He served as an advisor to the Justice Department in its examination of Microsoft. Before joining USC in 1984, Professor Frazier served on the faculty of the University of Illinois.
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