Abstract
This research project investigated the marketing activities of smaller industrial firms ($250M–10MM in sales) and their channels of distribution. Concern here was with the competitiveness of companies without the market position and financial resources of the larger market leaders. The investigation focused generally on (a) company sales force/channel composition, (b) use of industrial distributors, and (c) specifically upon the use of manufacturers’ representatives.
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© 2015 Academy of Marketing Science
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Densmore, M.L. (2015). The Pros and Cons of Manufacturers’ Reps as a Channel of Distribution for Small Industrial Companies. In: Bellur, V. (eds) Marketing Horizons: A 1980's Perspective. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-10966-4_18
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DOI: https://doi.org/10.1007/978-3-319-10966-4_18
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