haku: @author Shipley, D. / yhteensä: 18
viite: 17 / 18
| Tekijä: | Shipley, D. |
| Otsikko: | What British distributors dislike about manufacturers. |
| Lehti: | Industrial Marketing Management
1987 : AUG, VOL. 16:3, p. 153-162 |
| Asiasana: | DISTRIBUTION CHANNELS MARKETING MANAGEMENT UNITED KINGDOM |
| Kieli: | eng |
| Tiivistelmä: | An insight is provided into the producer-related causes of dissatisfaction and motivation through a survey of British distributors of engineered products. Questions of effective channel management are discussed. Producer activities that dissatisfy or motivate distributors are studied. Research methodology is described. A profile is presented of the research sample. The distributor-producer relationship is analyzed in detail. Categories of distributor dissatisfaction are listed and tested. Special problems of demands, working relations, channel communications and distributor support are highlighted. Distributor motivators are examined. Managerial implications are summarized. |
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