Stopping Territory Infringement

Jaydeep Mukherjee

Vision, 2016, vol. 20, issue 3, 258-261

Abstract: Sashi Kujur, Branch Manager, LPB Ltd. (a major Television marketer in India) was losing sales in Baleshwar district of Odisha as the distributor of West Bengal (neighbouring state) was selling materials in his territory at substantially lower prices. The Regional Manager of LPB was not very keen on taking any action as the region had a greater stake on West Bengal distributor and the problem was quite common in these areas across competitors and other product categories. Odisha sales team as well as the distributor were demotivated by the unabated infiltration and were also losing faith in Sashi’s leadership. The discount structure of LPB was much higher for a greater volume of sale; hence, competing on price with West Bengal was not a sustainable solution for Odisha. Sashi needed to find a long term solution for the problem and had to take concrete steps immediately.

Keywords: Territory Infringement; Unauthorized Supply of Stocks; Discount Management; Retailer Management; Distributor Management (search for similar items in EconPapers)
Date: 2016
References: Add references at CitEc
Citations:

Downloads: (external link)
https://journals.sagepub.com/doi/10.1177/0972262916657265 (text/html)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:sae:vision:v:20:y:2016:i:3:p:258-261

DOI: 10.1177/0972262916657265

Access Statistics for this article

More articles in Vision
Bibliographic data for series maintained by SAGE Publications ().