search query: @author Posselt, T. / total: 6
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| Author: | Posselt, T. |
| Title: | Motive für Selektivvertrieb - Eine institutionenökonomische Untersuchung |
| Journal: | Schmalenbachs Zeitschrift für Betriebswirtschaftliche Forschung
1998 : VOL. 50:12, p. 1098-1119 |
| Index terms: | DISTRIBUTION COMPETITIVE ADVANTAGE AGENCIES |
| Language: | ger |
| Abstract: | In a "selective dealer system" the number of dealers selling products of a particular manufacturer is limited compared with an "unrestricted distribution system". This paper discusses reasons of manufacturers and dealers to engage in such a distribution arrangement. We find out that dealers generally prefer a "selective dealer system" since competi- tive pressure at the dealer stage is weakened. The manu- facturer benefits indirectly from such a system since the behavior of the dealers change. It is demonstrated in two scenarios that the manufacturer might have an incentive to build up a "selctive dealer system" because it induces dealers to invest in marketing for the manufacturer's products and in the product's reputation. |
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