search query: @author Benedetto, C. A. di / total: 7
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| Author: | Kistener, L. J. Benedetto, C. A. di Bhoovaraghavan, S. |
| Title: | An integrated approach to the development of channel strategy (Vetriebssystem) |
| Journal: | Industrial Marketing Management
1994 : OCT, VOL. 23:4, p. 325-322 |
| Index terms: | |
| Freeterms: | ABSATZWEGE, MARKETINGSTRATEGIE |
| Language: | eng |
| Abstract: | For many manufacturing firms, a successful strategy for product distribution can play a key role in the delivery of product and technology excellence to their customers. This article presents a framework for an effective industrial distribution strategy for the manufacturing firm that allows it to find the best possible balance between its corporate strategic goals and the interests of its distributors. Our strategy addresses 3 critical issues: distributor loyalty, distributor effectiveness and capability , and conflict resolution. |
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