TY  - JOUR
AB  - Considers the need for industrial producers (intermediaries) to be
flexible and adapt their channel, e.g. commercial and consumption,
strategies to the changing demands of producers and end users.
Summarizes that the differing outputs demanded by the above – e.g.
steady flow of consumption and stock inventory for the former, product
variety and waiting time for the latter – should not conflict even
though end users dictate the intermediaries priorities. Concludes that
intermediaries should position themselves effectively between producers
and end users and differentiate in order to retain their niche and avoid
being taken over, the above being capable of performing many of their
functions themselves.
VL  - 7
IS  - 2
SN  - 0885-8624
DO  - 10.1108/08858629210037191
UR  - https://doi.org/10.1108/08858629210037191
AU  - Hahn Mini
AU  - Chang Dae R.
PY  - 1992
Y1  - 1992/01/01
TI  - An Extended Framework for Adjusting Channel Strategies in
Industrial Markets
T2  - Journal of Business & Industrial Marketing
PB  - MCB UP Ltd
SP  - 31
EP  - 43
Y2  - 2024/04/19
ER  -