search query: @author Reddy, N. M. / total: 7
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| Author: | Reddy, N. M. Marvin, M. P. |
| Title: | Developing a manufacturer-distributor information partnership. |
| Journal: | Industrial Marketing Management
1986 : MAY, VOL. 15:2, p. 157-163 |
| Index terms: | INDUSTRIAL SELLING INDUSTRIAL PURCHASING DISTRIBUTION CHANNELS INFORMATION TRANSFER |
| Language: | eng |
| Abstract: | The growing importance of industrial distribution calls for increased emphases on cooperative arrangements between manufacturers and distributors. The most crucial and sensitive element in developing such a partnership is focused sharing and use of market information, based on mutual trust. A case study: The Industrial Distributor Marketing System provides guidelines on how an effective manufacturer - distributor partnership can identify, collect, share and use market information to formulate marketing plans and details the development effort of such a partnership by a large manufacturer and explains the benefits that both parties can accrue. |
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