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Manufacturer – Distributor Relationships: A Sellers′ versus Buyers′ Market Perspective

International Marketing Review

ISSN: 0265-1335

Article publication date: 1 June 1989

477

Abstract

The differences that exist in manufacturer – distributor relationships across diverse markets and countries have been largely ignored in the marketing channels literature. A conceptual framework is built designed to explain how the initiation, implementation, and review of manufacturer – distributor relationships are likely to vary, based on whether such relationships take place in buyers′ markets in developed countries or in sellers′ markets in developing countries. Several cultural and structural dimensions of markets in developing countries also play an important role in the conceptual framework. A comparative channel systems approach is taken and a number of propositions are developed that require empirical testing in the future.

Keywords

Citation

Frazier, G.L. and Kale, S.H. (1989), "Manufacturer – Distributor Relationships: A Sellers′ versus Buyers′ Market Perspective", International Marketing Review, Vol. 6 No. 6. https://doi.org/10.1108/EUM0000000001524

Publisher

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MCB UP Ltd

Copyright © 1989, MCB UP Limited

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