Previous research in the area of distributor performance proposed different scales, mostly in western, developed country context. These studies also lacked the consideration of dynamic interaction between variables, which determine the distributor’s performance. This paper proposes a composite Distributor Performance Index (DPI) to evaluate distributors’ performance based on at the “Enables” and “Results”, taking a system dynamics approach. The model results have been discussed and validated, in business marketing channel. The context of this study is India, an emerging market.
Sharma, D., Sahay, B.S. and Sachan, A. (2004), "Modelling distributor performance index using system dynamics approach", Asia Pacific Journal of Marketing and Logistics, Vol. 16 No. 3, pp. 37-67. https://doi.org/10.1108/13555850410765221
Emerald Group Publishing Limited
Copyright © 2004, Emerald Group Publishing Limited