Shankar Ganesan's research while affiliated with University at Albany, The State University of New York and other places
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Publication (1)
Marketing managers must know the time orientation of a customer to select and use marketing tools that correspond to the time horizons of the customer. Insufficient understanding of a customer's time orientation can lead to problems, such as attempting a relationship marketing when transaction marketing is more appropriate. The author suggests that...
Citations
... Pesticide manufacturers must work well with distribution retailer partners to supply more of their products to farmers. Sales increase only when cooperative synergy between suppliers and retail distribution increases (Ganesan 1994;Scheer et al. 2015). As the agricultural environment becomes more complex, with competition in the distribution market intensifying and the influence of product recommendations in retail distribution increasing, the importance of the relationship between retail distributors and manufacturing suppliers in the pesticide distribution market continues to grow. ...
