Selecting sales and distribution channels

Selecting sales and distribution channels

The authors provide three major criteria for evaluating marketing channels. They assert that each channel choice involves some trade-off among the three criteria—almost no channel ever fits a manufacturer perfectly. Two examples are provided in some detail.

Gespeichert in:
Bibliographische Detailangaben
Veröffentlicht in:Industrial marketing management 1987-11, Vol.16 (4), p.273-278
Hauptverfasser: Magrath, Allan J., Hardy, Kenneth G.
Format: Artikel
Sprache:eng
Schlagworte:
Adaptability
Criteria
Distribution channels
Effectiveness
Efficiency
Evaluation
Market strategy
Rating
Selection
Online-Zugang:Volltext
Tags: Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
container_end_page 278
container_issue 4
container_start_page 273
container_title Industrial marketing management
container_volume 16
creator Magrath, Allan J.
Hardy, Kenneth G.
description The authors provide three major criteria for evaluating marketing channels. They assert that each channel choice involves some trade-off among the three criteria—almost no channel ever fits a manufacturer perfectly. Two examples are provided in some detail.
doi_str_mv 10.1016/0019-8501(87)90036-8
format Article
fullrecord <record><control><sourceid>proquest_cross</sourceid><recordid>TN_cdi_proquest_journals_204594134</recordid><sourceformat>XML</sourceformat><sourcesystem>PC</sourcesystem><els_id>0019850187900368</els_id><sourcerecordid>1293477871</sourcerecordid><originalsourceid>FETCH-LOGICAL-c361t-9ccd2efcfca26538d08169c12e30d23996b49e76ce3511775a3e973b40b47a163</originalsourceid><addsrcrecordid>eNp9kD1PwzAQhi0EEqXwDxgiWOgQ8NmOPxYkVPElVWIAZstxLuAqJMVOkfj3uBSxwS23PO97uoeQY6DnQEFeUAqm1BWFM61mhlIuS71DJqAVLxmVbJdMfpF9cpDSkubhVEzI7BE79GPoX4rkOkyF65uiCWmMoV6PYegL_-r6Hrt0SPZa1yU8-tlT8nxz_TS_KxcPt_fzq0XpuYSxNN43DFvfesdkxXVDNUjjgSGnDePGyFoYVNIjrwCUqhxHo3gtaC2UA8mn5GTbu4rD-xrTaJfDOvb5pGVUVEYAFxk6_QsCZrhQSivIlNhSPg4pRWztKoY3Fz8tULsxZzda7EaL1cp-m7M6xy63sfw1fgSMNvmAvccmxOzKNkP4v-AL4d5yFA</addsrcrecordid><sourcetype>Aggregation Database</sourcetype><iscdi>true</iscdi><recordtype>article</recordtype><pqid>1293477871</pqid></control><display><type>article</type><title>Selecting sales and distribution channels</title><source>Elsevier ScienceDirect Journals Complete</source><source>Periodicals Index Online</source><creator>Magrath, Allan J. ; Hardy, Kenneth G.</creator><creatorcontrib>Magrath, Allan J. ; Hardy, Kenneth G.</creatorcontrib><description>The authors provide three major criteria for evaluating marketing channels. They assert that each channel choice involves some trade-off among the three criteria—almost no channel ever fits a manufacturer perfectly. Two examples are provided in some detail.</description><identifier>ISSN: 0019-8501</identifier><identifier>EISSN: 1873-2062</identifier><identifier>DOI: 10.1016/0019-8501(87)90036-8</identifier><identifier>CODEN: IMMADX</identifier><language>eng</language><publisher>New York: Elsevier Inc</publisher><subject>Adaptability ; Criteria ; Distribution channels ; Effectiveness ; Efficiency ; Evaluation ; Market strategy ; Rating ; Selection</subject><ispartof>Industrial marketing management, 1987-11, Vol.16 (4), p.273-278</ispartof><rights>1987</rights><rights>Copyright Elsevier Sequoia S.A. Nov 1987</rights><lds50>peer_reviewed</lds50><woscitedreferencessubscribed>false</woscitedreferencessubscribed><citedby>FETCH-LOGICAL-c361t-9ccd2efcfca26538d08169c12e30d23996b49e76ce3511775a3e973b40b47a163</citedby></display><links><openurl>$$Topenurl_article</openurl><openurlfulltext>$$Topenurlfull_article</openurlfulltext><thumbnail>$$Tsyndetics_thumb_exl</thumbnail><linktohtml>$$Uhttps://dx.doi.org/10.1016/0019-8501(87)90036-8$$EHTML$$P50$$Gelsevier$$H</linktohtml><link.rule.ids>314,780,784,3550,27869,27924,27925,45995</link.rule.ids></links><search><creatorcontrib>Magrath, Allan J.</creatorcontrib><creatorcontrib>Hardy, Kenneth G.</creatorcontrib><title>Selecting sales and distribution channels</title><title>Industrial marketing management</title><description>The authors provide three major criteria for evaluating marketing channels. They assert that each channel choice involves some trade-off among the three criteria—almost no channel ever fits a manufacturer perfectly. Two examples are provided in some detail.</description><subject>Adaptability</subject><subject>Criteria</subject><subject>Distribution channels</subject><subject>Effectiveness</subject><subject>Efficiency</subject><subject>Evaluation</subject><subject>Market strategy</subject><subject>Rating</subject><subject>Selection</subject><issn>0019-8501</issn><issn>1873-2062</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>1987</creationdate><recordtype>article</recordtype><sourceid>K30</sourceid><recordid>eNp9kD1PwzAQhi0EEqXwDxgiWOgQ8NmOPxYkVPElVWIAZstxLuAqJMVOkfj3uBSxwS23PO97uoeQY6DnQEFeUAqm1BWFM61mhlIuS71DJqAVLxmVbJdMfpF9cpDSkubhVEzI7BE79GPoX4rkOkyF65uiCWmMoV6PYegL_-r6Hrt0SPZa1yU8-tlT8nxz_TS_KxcPt_fzq0XpuYSxNN43DFvfesdkxXVDNUjjgSGnDePGyFoYVNIjrwCUqhxHo3gtaC2UA8mn5GTbu4rD-xrTaJfDOvb5pGVUVEYAFxk6_QsCZrhQSivIlNhSPg4pRWztKoY3Fz8tULsxZzda7EaL1cp-m7M6xy63sfw1fgSMNvmAvccmxOzKNkP4v-AL4d5yFA</recordid><startdate>19871101</startdate><enddate>19871101</enddate><creator>Magrath, Allan J.</creator><creator>Hardy, Kenneth G.</creator><general>Elsevier Inc</general><general>Elsevier North-Holland</general><general>Elsevier Sequoia S.A</general><scope>AAYXX</scope><scope>CITATION</scope><scope>K30</scope><scope>PAAUG</scope><scope>PAWHS</scope><scope>PAWZZ</scope><scope>PAXOH</scope><scope>PBHAV</scope><scope>PBQSW</scope><scope>PBYQZ</scope><scope>PCIWU</scope><scope>PCMID</scope><scope>PCZJX</scope><scope>PDGRG</scope><scope>PDWWI</scope><scope>PETMR</scope><scope>PFVGT</scope><scope>PGXDX</scope><scope>PIHIL</scope><scope>PISVA</scope><scope>PJCTQ</scope><scope>PJTMS</scope><scope>PLCHJ</scope><scope>PMHAD</scope><scope>PNQDJ</scope><scope>POUND</scope><scope>PPLAD</scope><scope>PQAPC</scope><scope>PQCAN</scope><scope>PQCMW</scope><scope>PQEME</scope><scope>PQHKH</scope><scope>PQMID</scope><scope>PQNCT</scope><scope>PQNET</scope><scope>PQSCT</scope><scope>PQSET</scope><scope>PSVJG</scope><scope>PVMQY</scope><scope>PZGFC</scope><scope>SDSKB</scope><scope>8BJ</scope><scope>FQK</scope><scope>JBE</scope></search><sort><creationdate>19871101</creationdate><title>Selecting sales and distribution channels</title><author>Magrath, Allan J. ; Hardy, Kenneth G.</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-LOGICAL-c361t-9ccd2efcfca26538d08169c12e30d23996b49e76ce3511775a3e973b40b47a163</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>1987</creationdate><topic>Adaptability</topic><topic>Criteria</topic><topic>Distribution channels</topic><topic>Effectiveness</topic><topic>Efficiency</topic><topic>Evaluation</topic><topic>Market strategy</topic><topic>Rating</topic><topic>Selection</topic><toplevel>peer_reviewed</toplevel><toplevel>online_resources</toplevel><creatorcontrib>Magrath, Allan J.</creatorcontrib><creatorcontrib>Hardy, Kenneth G.</creatorcontrib><collection>CrossRef</collection><collection>Periodicals Index Online</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - West</collection><collection>Primary Sources Access (Plan D) - International</collection><collection>Primary Sources Access &amp; Build (Plan A) - MEA</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - Midwest</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - Northeast</collection><collection>Primary Sources Access (Plan D) - Southeast</collection><collection>Primary Sources Access (Plan D) - North Central</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - Southeast</collection><collection>Primary Sources Access (Plan D) - South Central</collection><collection>Primary Sources Access &amp; Build (Plan A) - UK / I</collection><collection>Primary Sources Access (Plan D) - Canada</collection><collection>Primary Sources Access (Plan D) - EMEALA</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - North Central</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - South Central</collection><collection>Primary Sources Access &amp; Build (Plan A) - International</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - International</collection><collection>Primary Sources Access (Plan D) - West</collection><collection>Periodicals Index Online Segments 1-50</collection><collection>Primary Sources Access (Plan D) - APAC</collection><collection>Primary Sources Access (Plan D) - Midwest</collection><collection>Primary Sources Access (Plan D) - MEA</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - Canada</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - UK / I</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - EMEALA</collection><collection>Primary Sources Access &amp; Build (Plan A) - APAC</collection><collection>Primary Sources Access &amp; Build (Plan A) - Canada</collection><collection>Primary Sources Access &amp; Build (Plan A) - West</collection><collection>Primary Sources Access &amp; Build (Plan A) - EMEALA</collection><collection>Primary Sources Access (Plan D) - Northeast</collection><collection>Primary Sources Access &amp; Build (Plan A) - Midwest</collection><collection>Primary Sources Access &amp; Build (Plan A) - North Central</collection><collection>Primary Sources Access &amp; Build (Plan A) - Northeast</collection><collection>Primary Sources Access &amp; Build (Plan A) - South Central</collection><collection>Primary Sources Access &amp; Build (Plan A) - Southeast</collection><collection>Primary Sources Access (Plan D) - UK / I</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - APAC</collection><collection>Primary Sources Access—Foundation Edition (Plan E) - MEA</collection><collection>Periodicals Index Online Segment 43</collection><collection>International Bibliography of the Social Sciences (IBSS)</collection><collection>International Bibliography of the Social Sciences</collection><collection>International Bibliography of the Social Sciences</collection><jtitle>Industrial marketing management</jtitle></facets><delivery><delcategory>Remote Search Resource</delcategory><fulltext>fulltext</fulltext></delivery><addata><au>Magrath, Allan J.</au><au>Hardy, Kenneth G.</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>Selecting sales and distribution channels</atitle><jtitle>Industrial marketing management</jtitle><date>1987-11-01</date><risdate>1987</risdate><volume>16</volume><issue>4</issue><spage>273</spage><epage>278</epage><pages>273-278</pages><issn>0019-8501</issn><eissn>1873-2062</eissn><coden>IMMADX</coden><abstract>The authors provide three major criteria for evaluating marketing channels. They assert that each channel choice involves some trade-off among the three criteria—almost no channel ever fits a manufacturer perfectly. Two examples are provided in some detail.</abstract><cop>New York</cop><pub>Elsevier Inc</pub><doi>10.1016/0019-8501(87)90036-8</doi><tpages>6</tpages></addata></record>
fulltext fulltext
identifier ISSN: 0019-8501
ispartof Industrial marketing management, 1987-11, Vol.16 (4), p.273-278
issn 0019-8501
1873-2062
language eng
recordid cdi_proquest_journals_204594134
source Elsevier ScienceDirect Journals Complete; Periodicals Index Online
subjects Adaptability
Criteria
Distribution channels
Effectiveness
Efficiency
Evaluation
Market strategy
Rating
Selection
title Selecting sales and distribution channels
url https://sfx.bib-bvb.de/sfx_tum?ctx_ver=Z39.88-2004&ctx_enc=info:ofi/enc:UTF-8&ctx_tim=2024-12-20T21%3A17%3A50IST&url_ver=Z39.88-2004&url_ctx_fmt=infofi/fmt:kev:mtx:ctx&rfr_id=info:sid/primo.exlibrisgroup.com:primo3-Article-proquest_cross&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Selecting%20sales%20and%20distribution%20channels&rft.jtitle=Industrial%20marketing%20management&rft.au=Magrath,%20Allan%20J.&rft.date=1987-11-01&rft.volume=16&rft.issue=4&rft.spage=273&rft.epage=278&rft.pages=273-278&rft.issn=0019-8501&rft.eissn=1873-2062&rft.coden=IMMADX&rft_id=info:doi/10.1016/0019-8501(87)90036-8&rft_dat=%3Cproquest_cross%3E1293477871%3C/proquest_cross%3E%3Curl%3E%3C/url%3E&disable_directlink=true&sfx.directlink=off&sfx.report_link=0&rft_id=info:oai/&rft_pqid=1293477871&rft_id=info:pmid/&rft_els_id=0019850187900368&rfr_iscdi=true