Performing Detailed Diagnostics Using a Hypothesis Driven Approach

Ioana Olariu () and Gheorghe Epuran
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Ioana Olariu: Vasile Alecsandri University of Bacau, Romania

Risk in Contemporary Economy, 2012, 255-260

Abstract: This paper is about understanding through deep market analysis what are the issues and opportunities in distribution. It highlights the detailed hypotheses driven ‘diagnostic’ framework to perform this analysis and shows the selling force role in successfully managing distribution excellence as a change intervention. For each issue we built the most common hypotheses which can conduct to a certain situation and we have highlighted different type of key questions which can describe each hypothesis.

Keywords: access; presence; delivery; diagnosis; distribution system (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:ddj:fserec:y:2012:p:255-260

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