1st Edition
Wholesale Distribution Channels New Insights and Perspectives
By Bert Rosenbloom
Copyright 1994
154 Pages
by
Routledge
154 Pages
by
Routledge
Also available as eBook on:
Bert Rosenbloom has brought together leading academic scholars on wholesale distribution who present state-of-the-art analyses and research on the subject. Their chapters clarify readers’insight and deepen their understanding of this two trillion dollar industry with a wide range of topics. Among those covered in Wholesale Distribution Channels are: improving sales force effectiveness... Read more
Contents
Introduction
- Strategies for Improving Sales Force Effectiveness in Wholesale Distribution
- How the Industrial Salesperson’s Use of Power Can Affect Distributor Satisfaction: An Empirical Examination
- Intermediate Sellers: Wholesaler Liability for Defective Products
- Dominant Buyers: Are They Changing the Wholesaler’s Role in Marketing Channels?
- The Role of Wholesaler-Distributors as Marketing Experts: Testing the Effect of Price and Quality in the Wine Industry
- Inter-Level Effects on Profitability in Vertical Market Relationships and the Role of Wholesalers
- Cost-Effective Transport Choices for Wholesaler-Distributors Using Transport Probability Analysis
- Reference Notes Included
Biography
Bert Rosenbloom holds The G. Behrens Ulrich Professorship in Marketingat Drexel University. One of the world’s leading experts on the management ofmarketing channels and distribution systems, Dr. Rosenbloom has also been anactive consultant for a broad range of industries in manufacturing, wholesaling,retailing, communications, services, and real estate in the United States andabroad.
