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An Extended Framework for Adjusting Channel Strategies in Industrial Markets

An Extended Framework for Adjusting Channel Strategies in Industrial Markets Considers the need for industrial producers intermediaries to beflexible and adapt their channel, e.g. commercial and consumption,strategies to the changing demands of producers and end users.Summarizes that the differing outputs demanded by the above e.g.steady flow of consumption and stock inventory for the former, productvariety and waiting time for the latter should not conflict eventhough end users dictate the intermediaries priorities. Concludes thatintermediaries should position themselves effectively between producersand end users and differentiate in order to retain their niche and avoidbeing taken over, the above being capable of performing many of theirfunctions themselves. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

An Extended Framework for Adjusting Channel Strategies in Industrial Markets

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0885-8624
DOI
10.1108/08858629210037191
Publisher site
See Article on Publisher Site

Abstract

Considers the need for industrial producers intermediaries to beflexible and adapt their channel, e.g. commercial and consumption,strategies to the changing demands of producers and end users.Summarizes that the differing outputs demanded by the above e.g.steady flow of consumption and stock inventory for the former, productvariety and waiting time for the latter should not conflict eventhough end users dictate the intermediaries priorities. Concludes thatintermediaries should position themselves effectively between producersand end users and differentiate in order to retain their niche and avoidbeing taken over, the above being capable of performing many of theirfunctions themselves.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Feb 1, 1992

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