The Distribution of Technical Products

Claudio A. Saavedra
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Claudio A. Saavedra: NORDAKADEMIE Graduate School

Chapter 9 in The Marketing Challenge for Industrial Companies, 2016, pp 281-321 from Springer

Abstract: 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.

Keywords: Product Line; Distribution Model; Bargaining Power; Specialist Distributor; Sales Force (search for similar items in EconPapers)
Date: 2016
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-30610-0_9

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DOI: 10.1007/978-3-319-30610-0_9

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