search query: @indexterm BRAND CHOICE / total: 192
reference: 102 / 192
| Author: | Gordon, G. Calantone, R. diBenedetto, C. A. |
| Title: | How electrical contractors choose distributors |
| Journal: | Industrial Marketing Management
1991 : FEB, VOL. 20:1, p. 29-42 |
| Index terms: | DISTRIBUTION CHANNELS BRAND CHOICE PRICES QUALITY PRODUCTS MARKETING RESEARCH |
| Language: | eng |
| Abstract: | Much of the previous research addresses the issue of power and conflict between distributors and manufacturers. The current study examines channel power from the customer's perspective. Price issues are discussed, factors that influence a contractor's choice of distributor are analysed and presented, variables affecting product choice, the price-quality relationship, price perceptions versus reality, the issue of brand loyalty for a dealer, and sources of influence in the purchase decision are investigated. The results clearly show that the determination of which brand to purchase is contingent upon a mix of manufacturer, distributor, product, and indirect influences. |
SCIMA