search query: @indexterm INFORMATION TRANSFER / total: 148
reference: 116 / 148
Author: | Reddy, N. M. Marvin, M. P. |
Title: | Developing a manufacturer-distributor information partnership. |
Journal: | Industrial Marketing Management
1986 : MAY, VOL. 15:2, p. 157-163 |
Index terms: | INDUSTRIAL SELLING INDUSTRIAL PURCHASING DISTRIBUTION CHANNELS INFORMATION TRANSFER |
Language: | eng |
Abstract: | The growing importance of industrial distribution calls for increased emphases on cooperative arrangements between manufacturers and distributors. The most crucial and sensitive element in developing such a partnership is focused sharing and use of market information, based on mutual trust. A case study: The Industrial Distributor Marketing System provides guidelines on how an effective manufacturer - distributor partnership can identify, collect, share and use market information to formulate marketing plans and details the development effort of such a partnership by a large manufacturer and explains the benefits that both parties can accrue. |
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