We Can Do A Better Job of Selecting International Distributors

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.

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