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Development factors of partnership sales networks in the supply chain of a telecom - case study


[ 1 ] Wydział Inżynierii Zarządzania, Politechnika Poznańska | [ 2 ] Katedra Marketingu i Sterowania Ekonomicznego, Wydział Inżynierii Zarządzania, Politechnika Poznańska | [ D ] phd student | [ P ] employee

Scientific discipline (Law 2.0)

[6.6] Management and quality studies

Year of publication


Published in

Research in Logistics & Production

Journal year: 2018 | Journal volume: vol. 8 | Journal number: no. 4

Article type

scientific article

Publication language


  • telecom supply chain
  • partnership sales network
  • development factors of partnership sales network

EN The operation of a supply chain is related to the flow of products and services between suppliers and buyers. Partnership sales networks play a special role in the supply chain in the telecom market. The article’s purpose is to analyse factors behind the development of partnership sales networks in the supply chain of a telecom. A network analysis method was applied. “Pajek” software, created by Vladimir Batagejl and Andrej Mrvar was used as a tool for analysis and visualisation. The results of the research allowed to examine main factors of the development of a partnership sales network of the analysed entity, which included: the reduction of the number of employees and the reduction of sales commissions. This served as a basis to develop a probable development scenario (until 2022).

Pages (from - to)

329 - 339



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