Implications of single vs. multiple buying sources

Article Abstract:

This article explores the viability of an industrial buyer's preference for a single supply source (SSS) versus multiple sources of supply (MSS) as an effective basis of industrial market segmentation. The empirical findings of the study reported here indicate that there are some perceived vendor attributes and organizational characteristics which differentiate between firms that prefer to employ SSS and those that utilize MSS. Managerial implications for industrial marketers and procurement personnel are also discussed. (Reprinted by permission of the publisher.)

---

Distributor image and marketing strategy

Article Abstract:

This study presents buyer-based company profiles, perceptual maps, and factor analyses to analyze a company's market positioning. Three factors were identified: personal selling, personal contact, and corporate attributes. The interpretation is used to develop marketing strategies for an industrial distributor. (Reprinted by permission of the publisher.)

---

Industrial distribution options: trade-offs to consider

Article Abstract:

The process of designing an appropriate channel of distribution is a complex task for industrial marketers as it includes both the dimensions of channel structure and intermediary selection. This article discusses a structured method by which to make channel design and intermediary selection decisions. (Reprinted by permission of the publisher.)

Similar abstracts:

• Abstracts: Strategies of Belgian high-tech firms. Linking R&D to market needs. Lessons from new product failures: five case studies
• Abstracts: The effect of JIT on distributors. The role of marketing in material requirements planning systems. Improving marketing with DRP
• Abstracts: Tyre makers on the rack. Philip's victory in adversity
• Abstracts: Supplier relational behavior: an empirical assessment. Marketing's lead role in quality. JIT procurement and relationship marketing
• Abstracts: Denmark: a bridge to the north. Selling off from strength. Twilight of an arms bazaar

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.