educational program on lighting applications. All this augments Sylvania's $$Techniques for Better Lighting" information kit, which the distributors make available to final customers. The partnership has been wholeheartedly embraced by distributors, according to Sylvania, and has motivated them to become better marketers of Sylvania products.

Why do you think Sylvania's partnership program is effective? Discuss from the standpoint of the distributors' needs and problems. Does the partnership program suggest effective leadership on Sylvania's part? Explain.