Critique of the system of commission agents in the export trade to Latin America

Malcolm Forbes (University of Glasgow, Glasgow, UK)

European Journal of Marketing

ISSN: 0309-0566

Publication date: 1 February 1968

Abstract

Argues that the best way of maximizing sales is not by employing commission agents as is traditionally the case. Presents the disadvantages of such a system which are centred on the nature of the agent/principal relationship which can produce conflicting aims. Concludes that the use of a sales promoter might be a better alternative.

Keywords

Citation

Forbes, M. (1968), "Critique of the system of commission agents in the export trade to Latin America", European Journal of Marketing, Vol. 2 No. 2, pp. 101-109. https://doi.org/10.1108/EUM0000000005245

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Publisher

:

MCB UP Ltd

Copyright © 1968, MCB UP Limited

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