search query: @freeterm ABSATZWEGE / total: 3
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| Author: | Shipley, D. Egan, C. Edgett, S. |
| Title: | Meeting source selection criteria. Direct versus distributor channels (Kaufverhalten) |
| Journal: | Industrial Marketing Management
1991 : NOV, VOL. 20:4, p. 297-303 |
| Index terms: | |
| Freeterms: | ABSATZWEGE |
| Language: | eng |
| Abstract: | Channel performance is determined by effectiveness in meeting customer needs. This rests largely within the choice of channel design. However, little research has examined the relative effectiveness of alternative channels. This study compares the performance of two channel designs in meeting customer sourcing criteria for industrial rebuy products. It is concluded that supplier selection is determined by how vendors meet the collective influence of a range of economic and relationships criteria. |
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