HCBE Faculty Articles

Title

Selection and Motivation of Industrial Distributors: A Comparative Analysis

Document Type

Article

Date

1989

Publication Title

European Journal of Marketing

ISSN or ISBN

0309-0566

Volume

23

Issue

2

First Page

144

Last Page

153

Description

This article reviews factors necessitating the application of effective selection and motivation criteria when using independent distributors. It reports findings concerning the criteria utilised by South African manufacturing companies and compares these with findings based on another study using United Kingdom and United States samples. The findings seem to be very similar across cultures and a model is presented to aid manufacturers in the proper selection and motivation of their distributors.

DOI

10.1108/EUM0000000000553

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