MEETING SOURCE SELECTION CRITERIA - DIRECT VERSUS DISTRIBUTOR CHANNELS

被引：19
|
作者：
SHIPLEY, D
EGAN, C
EDGETT, S
机构：
[1] University of Bradford Management Centre, Bradford
[2] University of Bradford Management Centre, Bradford
[3] Brock University, St. Catharines
来源：
INDUSTRIAL MARKETING MANAGEMENT | 1991年 / 20卷 / 04期
关键词：
D O I：
10.1016/0019-8501(91)90004-Y
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
Channel performance is determined by effectiveness in meeting customer needs. This rests largely within the choice of channel design. However, little research has examined the relative effectiveness of alternative channels. This study compares the performance of two channel designs in meeting customer sourcing criteria for industrial rebuy products. Neither of the channel types studied achieved the effectiveness levels required by users. We conclude that supplier selection is determined by how well vendors meet the collective influence of a range of economic and relationships criteria. © 1991.
引用
收藏
页码：297 / 303
页数：7
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