Meeting source selection criteria: direct versus distributor channels
Article Abstract:
Channel performance is determined by effectiveness in meeting customer needs. This rests largely within the choice of channel design. However, little research has examined the relative effectiveness of alternative channels. This study compares the performance of two channel designs in meeting customer sourcing criteria for industrial rebuy products. Neither of the channel types studied achieved the effectiveness levels required by users. We conclude that supplier selection is determined by how well vendors meet the collective influence of a range of economic and relationships criteria. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1991
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Distributor pricing in very competitive markets
Article Abstract:
There is a high probability of fierce price competition in depressed markets where multiple suppliers are marketing relatively undifferentiated product offerings. In such circumstances, effective pricing is a paramount necessity. This article discusses findings on pricing practices by industrial distributors operating in these types of conditions. It found substantial downward price flexibility, extensive discounting, and widespread price competition. Other results discussed relate to pricing objectives, methods, and influences. A range of recommendations is offered. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1990
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Strategic orientations towards countertrade opportunities in emerging markets
Article Abstract:
The countertrade practices of British firms are studied. Results show that the growth of countertrade has been fueled by the resurgence of former COMECON economies. The countertrade orientation of companies has also evolved into the promotion of mutual advantage due to the changing demands of countertrade buyers while three countertrade categories have been observed, namely, reluctants, reactors and initiators.
Publication Name: International Marketing Review
Subject: Business, international
ISSN: 0265-1335
Year: 1996
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