What British distributors dislike about manufacturers

Article Abstract:

Producers compete for the resources of the distributors they share. However, knowing how to win and retain a distributor's commitment is difficult because far too little is known about their perspective of the manufacturer-middleman relationship and about what they want producers to put into it. This article provides insights into the producer-related causes of dissatisfaction and motivation through a survey of British distributors of engineered products. A wide range of factors are shown to be relevant, and a fairly broad picture of distributors' views of a desirable channel partnership emerges. Implications for producers' channel relationship provisions are made. (Reprinted by permission of the publisher.)

Analysis, Economic aspects, Industrialists, Great Britain

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Improving response rates in industrial mail surveys

Article Abstract:

There are several ways of improving the response to mail surveys among industrial managers and business persons. Among the techniques to improve response are monetary incentives, free postage, use of postcards, a priori letters, open questions, different methods used by the questionnaire paper, and assured anonymity. This last incentive proved to increase response rate from 14 percent to 23.6 percent. Techniques such as pictures, color of questionnaire paper, and postscripts have proved not to have any effect in increasing the response rate from industrial executives. Follow-up letters also proved ineffective in getting more executives to answer questionnaires.

Marketing, Business enterprises, Mail surveys

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Integrative pricing via the pricing wheel

Article Abstract:

Issues concerning the factors business managers must consider when formulating a pricing policy are examined, focusing on the introduction of a managerial tool, the pricing wheel, which can aid in price management. Topics include the role pricing occupies in marketing startegy, and an integrative pricing method that considers cost, demand, and competitor prices.

United Kingdom, Research and Development in the Social Sciences and Humanities, Management Science, Pricing Policy, Pricing

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