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Behavioral dimensions of problems in vertical marketing systems - a comparison between theoretical models and experiences with group discussions for ornamental plants in the Federal Republic of Germany


, : Behavioral dimensions of problems in vertical marketing systems - a comparison between theoretical models and experiences with group discussions for ornamental plants in the Federal Republic of Germany. Acta Horticulturae (77): 279-293

The purpose of the paper is to refer to some theoretical models explaining the structure and dynamics of negotiations on conflict issues as well as to describe some of the experiences gained in group discussions. Observations made caused the behavioural approach to distribution systems to be dealt with more intensively. The outline of the model is presented. Although conflict between channel members is a crucial factor in the approach, conflict models could be dealt with only briefly.

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