search query: @indexterm Direct selling / total: 210
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| Author: | Yao, D.-Q. Liu, J. J. |
| Title: | Channel redistribution with direct selling |
| Journal: | European Journal of Operational Research
2003 : FEB, VOL. 144:3, p. 646-658 |
| Index terms: | Distribution channels Demand analysis Direct selling |
| Language: | eng |
| Abstract: | The authors develop a dynamic channel diffusion model and analyze how the sales will redistribute between the two channels in a given time-variant marketplace. They obtain the existence of a steady-state redistribution between the two channels and the necessary conditions for this existence. The authors establish measures of industry-specific suitability for on-line business operations. In short, the results concur with the theory: IT changes the way of doing business, but does not change the business itself. |
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