Distributor attitudes toward manufacturer-sponsored promotions

Article Abstract:

Manufacturers often use push strategies in combination with their sales force to help secure distributor support in the marketing of products and services. Recent literature indicates that distributors have some critical attitudes toward manufacturer-sponsored promotions. This study examines the attitudes of medical supply distributors toward sales promotions. The findings reveal that distributors have criticisms of manufacturer-sponsored promotions and that distributor attitudes differ with the size of the distributor. (Reprinted by permission of the publisher.)

Research, Marketing research, Market research, Medical equipment and supplies industry, Medical equipment industry, Sales promotions

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How foreign firms view their U.S. distributors

Article Abstract:

Foreign manufacturers' views of their U.S. industrial distributor partners are examined in this study. For the most part, the manufacturers hold the industrial distributors in high regard in terms of their capabilities for performing such key marketing functions as providing market coverage, sales contact, inventory holding, and order processing. On two other functions, providing market information and advice and technical support, the industrial distributors were given lower grades by the manufacturers. (Reprinted by permission of the publisher.)

MISCELLANEOUS MANUFACTURING INDUSTRIES, International aspects, Industrial management

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