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Modelling distributor performance index using system dynamics approach

Dinesh Sharma (Research Scholar, Management Development Institute, Mehaurali Road, Gurgaon 122001, India)
B.S. Sahay (Professor, Operations Management, Management Development Institute, Mehaurali Road, Gurgaon 122001, India)
Amit Sachan (Research Scholar, Management Development Institute, Mehaurali Road, Gurgaon 122001, India)

Asia Pacific Journal of Marketing and Logistics

ISSN: 1355-5855

Publication date: 1 September 2004

Abstract

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.

Keywords

Citation

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

Publisher

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited