Limited outlet distribution: Selective and exclusive channel distribution of the United States based national paper trade alliance firms

Autor:	Steven Williamson, Cheryl Van Deusen, Alexa A. Perryman
Rok vydání:	2007
Předmět:	Marketing Economics and Econometrics Alliance business.industry Value (economics) Distribution (economics) Relevance (law) Profitability index Business Demise Business and International Management Communication channel
Zdroj:	The International Review of Retail, Distribution and Consumer Research. 17:341-352
ISSN:	1466-4402 0959-3969
DOI:	10.1080/09593960701507526
Popis:	Within channels of distribution, the profitability of the wholesaler-distributor continues to be threatened from many sources. However, the imminent demise of the middleman that has been predicted for many years has yet to materialize. Those middlemen that do well have found ways of maintaining relevance and creating value. This paper seeks to evaluate how the participants in the supplier to distributor channel in a global industry both perceive and participate in selective or exclusive distribution, i.e. utilize a ‘Limited Outlet Distribution (LOD)’ strategy. Data were collected qualitatively through four case studies and quantitatively through the administration of an electronic questionnaire. Results indicate that selective or exclusive distribution strategies are being utilized in the channel, but more so by manufacturers than distributors.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::695fd4f5aae8265075283141e8cfb5f6 https://doi.org/10.1080/09593960701507526 Zobrazit plný text záznamu