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

Brzezniński Ł., Wyrwicka M. K.

Research in Logistics & Production

2018

Vol. 8, No. 4

329--339

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).