Abstract
This chapter characterizes ten different types of industrial distributors, including industrial e-commerce and a new model: the 'technology specialist distributor'. Pros and cons of choosing one distribution model over the other is also discussed, as well as the efforts that both manufacturers and distributors must carry-on to increase their respective negotiation power. The text also assists industrial marketing strategists in deciding with distributors serve best according to 4 company variables: product maturity, product application specialization, MRO after-sales intensity and product technical complexity.
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© 2016 Springer International Publishing Switzerland
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Saavedra, C.A. (2016). The Distribution of Technical Products. In: The Marketing Challenge for Industrial Companies. Management for Professionals. Springer, Cham. https://doi.org/10.1007/978-3-319-30610-0_9
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DOI: https://doi.org/10.1007/978-3-319-30610-0_9
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Publisher Name: Springer, Cham
Print ISBN: 978-3-319-30609-4
Online ISBN: 978-3-319-30610-0
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