Selecting foreign distributors: an expert systems approach

Article Abstract:

Distributor selection is one of the most important choices a manufacturer will make in exporting. Foreign distributors or agents carry on the responsibility of marketing the manufacturer's product and servicing customers in the local market. The characteristics that contribute to successful distributors are numerous, making it imperative for manufacturers to employ a systematic approach to selection. This article introduces a computer-aided decision support tool for qualifying potential distributors. The tool, developed as an expert system, provides the user with an interactive algorithm for arriving at reasonable conclusions. In-depth interviews with experienced international business executives led to the development of a comprehensive set of selection criteria. These criteria and related insights form the basis of discussion in the article. (Reprinted by permission of the publisher.)

Wholesale Trade, Management, International aspects, Decision support systems, Distributors (Commerce), Export marketing

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Utilizing expert database services

Article Abstract:

As businesses explore alternative methods for acquiring competitive information, expert databases will become more commonplace and specific to company needs. This article explores the using of database services. A case study of an expert database with three participants - users, experts, and an administrating agency - is presented. Implications for database use are discussed. (Reprinted by permission of the publisher.)

Database industry, Services, Databases

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Exploring the role of expert power in channel management: An empirical study

Article Abstract:

The impact of expert power on certain channel relationship variables is presented. Expert power is recognized as a non-coercive source of power, which could be effectively employed in the context of channel management.

United States, Distribution Channels, Evaluation, Conflict management, Business communication, Retail/reseller channel, Direct market channel

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