TY  - JOUR
AB  - 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.
VL  - 7
IS  - 2
SN  - 0885-8624
DO  - 10.1108/08858629210037218
UR  - https://doi.org/10.1108/08858629210037218
AU  - Fram Eugene H.
PY  - 1992
Y1  - 1992/01/01
TI  - We Can Do A Better Job of Selecting International
Distributors
T2  - Journal of Business & Industrial Marketing
PB  - MCB UP Ltd
SP  - 61
EP  - 70
Y2  - 2024/09/20
ER  -