Implications of single vs. multiple buying sources
Article Abstract:
This article explores the viability of an industrial buyer's preference for a single supply source (SSS) versus multiple sources of supply (MSS) as an effective basis of industrial market segmentation. The empirical findings of the study reported here indicate that there are some perceived vendor attributes and organizational characteristics which differentiate between firms that prefer to employ SSS and those that utilize MSS. Managerial implications for industrial marketers and procurement personnel are also discussed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1989
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Distributor image and marketing strategy
Article Abstract:
This study presents buyer-based company profiles, perceptual maps, and factor analyses to analyze a company's market positioning. Three factors were identified: personal selling, personal contact, and corporate attributes. The interpretation is used to develop marketing strategies for an industrial distributor. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1988
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Industrial distribution options: trade-offs to consider
Article Abstract:
The process of designing an appropriate channel of distribution is a complex task for industrial marketers as it includes both the dimensions of channel structure and intermediary selection. This article discusses a structured method by which to make channel design and intermediary selection decisions. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1989
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