search query: @indexterm market research / total: 2057
reference: 611 / 2057
| Author: | Moore, R. A. |
| Title: | A profile of UK manufacturers and West German agents and distributors |
| Journal: | European Journal of Marketing
1992 : VOL. 26:1, p. 41-51 |
| Index terms: | MARKET RESEARCH DISTRIBUTION CHANNELS UNITED KINGDOM GERMANY SALES QUALITY |
| Language: | eng |
| Abstract: | The article reports on research conducted into the intra-channel relationships of UK manufacturers and German agents and distributors. Findings on company size, annual sales turnover, years of representation, geographic area of representation, methods used to recruit and motivate agents/ distributors, sales trend of British products, satisfaction with channel relationships are discussed. The most important difference was in the ranking of better quality; German agents and distributors thought that quality was more important, than did UK manufacturers. |
SCIMA