search query: @author Wheeler, C. / total: 4
reference: 1 / 4
« previous | next »
Author:Wheeler, C.
Jones, M.
Young, S.
Title:Market entry models and channels of distribution in the UK machine tool industry
Journal:European Journal of Marketing
1996 : VOL. 30:4, p. 40-57
Index terms:DISTRIBUTION
IMPORTS
INTERNATIONAL BUSINESS
MACHINE TOOLS INDUSTRY
UNITED KINGDOM
Language:eng
Abstract:The evidence reported in this paper supports the earlier results on the machine tool industry especially in regard to the forecasts of greater specialization in the activities of both agents/distributors and sales subsidiaries and in the prediction of sales subsidiaries replacing agencies or distributorships. Results reveal the progression of agents and distributors through acquisition to create foreign-owned sales subsidiaries, but also regression back to the agency form. A long-standing persistence of single channel of distribution was also revealed.
SCIMA record nr: 159626
add to basket
« previous | next »
SCIMA