Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You or Your Team.

Learn More →

Managing Product Line Mismatch with Distributors

Managing Product Line Mismatch with Distributors Considers the conflict between manufacturers products sellingrequirements and the dominant sales strategy of the distributor, thelatter resulting in pricing and stockholding disagreements which themanufacturer must control and manage. Examines the reasons formismatches, e.g. the relative marketstrength and weakness of the partiesand product line policy mismatches. Highlights the factors affectingdistributors selling strategies and the prevailing use of a singlestrategy. Concludes that manufacturers should be more aware of thepotential differences in orientation between themselves and distributorsand deal with them at an early stage in the process. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Managing Product Line Mismatch with Distributors

Loading next page...
 
/lp/emerald-publishing/managing-product-line-mismatch-with-distributors-XyKclAYU0l
Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0885-8624
DOI
10.1108/08858629210035382
Publisher site
See Article on Publisher Site

Abstract

Considers the conflict between manufacturers products sellingrequirements and the dominant sales strategy of the distributor, thelatter resulting in pricing and stockholding disagreements which themanufacturer must control and manage. Examines the reasons formismatches, e.g. the relative marketstrength and weakness of the partiesand product line policy mismatches. Highlights the factors affectingdistributors selling strategies and the prevailing use of a singlestrategy. Concludes that manufacturers should be more aware of thepotential differences in orientation between themselves and distributorsand deal with them at an early stage in the process.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Mar 1, 1992

There are no references for this article.