Developing causal relationships for an industrial distributor performance index

Dinesh Sharma, B.S. Sahay and Amit Sachan

International Journal of Innovation and Learning, 2007, vol. 4, issue 6, 631-646

Abstract: A distributor's performance has direct linkage with the supplier's performance. In this paper, taking the system dynamics approach, the causal loop diagram is developed to capture the dynamic interaction among various variables that determine a distributor's performance. A Distributor Performance Index has been proposed that includes the performance 'enablers' and 'result' variables. This paper also proposes a two-dimensional typology of distributors and discusses the implications to the manufacturer.

Keywords: distributor performance; performance index; system dynamics; causal relationships; distributor typology; manufacturing; industrial distributors. (search for similar items in EconPapers)
Date: 2007
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