Avoiding the pitfalls in managing distribution channels

Avoiding the pitfalls in managing distribution channels

How can manufacturers design and operate their distribution channels in order to foster enthusiastic dealer support? The authors describe six of the major mistakes manufacturers make and outline strategic options for each problem area.

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Bibliographische Detailangaben
Veröffentlicht in:Business horizons 1987-09, Vol.30 (5), p.29-33
Hauptverfasser: Magrath, Allan J., Hardy, Kenneth G.
Format: Artikel
Sprache:eng
Schlagworte:
Conflict
Distribution
Distribution channels
Management
Problems
Products
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Beschreibung
Zusammenfassung:How can manufacturers design and operate their distribution channels in order to foster enthusiastic dealer support? The authors describe six of the major mistakes manufacturers make and outline strategic options for each problem area.
ISSN:0007-6813
1873-6068
DOI:10.1016/0007-6813(87)90076-0