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We Can Do A Better Job of Selecting International Distributors

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 February 1992

Abstract

Highlights the importance of selecting the correct international distributors if a firm wishes to trade effectively in the wider market. Describes a study commissioned exploring the steps required to minimize the risk when selecting a distributor, e.g. use of end‐user references and suggestions. Concludes that firms need to develop an effective procedure for selecting distributors, utilizing management attention and objectivity to decide on the key factors involved.

Keywords

Citation

Fram, E.H. (1992), "We Can Do A Better Job of Selecting International Distributors", Journal of Business & Industrial Marketing, Vol. 7 No. 2, pp. 61-70. https://doi.org/10.1108/08858629210037218

Publisher

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MCB UP Ltd

Copyright © 1992, MCB UP Limited