Import motivation in manufacturer-overseas distributor relationships: guidelines for U.S. industrial exporters
Article Abstract:
Issues concerning marketing strategies best used by US exporters are examined, focusing of the results of a study regarding US exporters of industrial products and UK importers. Topics include the significant but limited importance of price and product factors, the importance of establishing relationships between importer and exporter, and the difference between regular and sporadic importers.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1999
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Supply source selection criteria: The impact of supplier performance on distributor performance
Article Abstract:
A systematic examination of supplier performance in purchasing decision criteria of UK distributor firms of information technology (IT) products is reported. The results suggest significant differences between highly performing and poorly performing distributors in relation to their suppliers' performance in four buying decision criterion dimensions.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
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Global marketing of industrial products: contemporary developments and future directions
Article Abstract:
Latest developments and future or industrial products in international marketing scenario are presented.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2006
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