Abstract
Data compiled from 100 manufacturing firms representing five industries indicates that several channel management practices differ significantly between those firms which have experienced an increase in wholesale sales through their own sales branches and offices and those firma which have not. Several implications are drawn in terms of the direction and extent of recent changes in management practices involved with the channels of distribution.
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Keywords
- Marketing Channel
- Channel Evaluation
- Wholesale Trade
- Channel Management
- Standard Industrial Classification Code
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.
References
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Philip Kotler, Marketing Management: Analysis, Planning, and Control, Englewood Cliffs, NJ: Prentice-Hall, Inc.,1967.
Edwin H. Lewis, Marketing Channels: Structure and Strategy New York: McGraw Hill Book Co., 1968.
Curtis E. Tate, Jr., Leon C. Megginson, Charles R. Scott Jr., Lyle R. Trueblood, Successful Small Business Management, Dallas, Texas, Business Publications, Inc.,1975.
Glenn C. Walters, Marketing Channels, New York: The Ronald Press Co., 1974.
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© 2015 Academy of Marketing Science
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Moore, J.R., Eckrich, D.W. (2015). A Comparative Analysis of Select Channel Management Practices in Firms from Five Industry Groups. In: Bellur, V. (eds) The 1980’s: A Decade of Marketing Challenges. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16976-7_2
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DOI: https://doi.org/10.1007/978-3-319-16976-7_2
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16975-0
Online ISBN: 978-3-319-16976-7
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