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Selecting sales and distribution channels
Affiliation:1. University of Bari “Aldo Moro”, Department of Agro-environmental and Territorial Sciences, Via Amendola 165/A, 70126 Bari, Italy;2. Hasselt University, Faculty of Business Economics, Centre for Environmental Sciences, Martelarenlaan 42, 3500 Hasselt, Belgium;3. University of Antwerp, Faculty of Applied Economics, Department of Engineering Management, Prinsstraat 13, 2000 Antwerp, Belgium;1. EM Normandie, 30 rue de Richelieu, 76600 Le Havre, France;2. Budapest University of Technology and Economics, Faculty of Economic and Social Sciences, Institute of Business Sciences, Department of Management and Corporate Economics, Magyar tudósok körútja 2. Building Q B 304, H-1117 Budapest, Hungary;3. Corvinus University of Budapest, Fővám tér 8, 1093 Budapest, Hungary;4. Budapest University of Technology and Economics, Department of Management and Corporate Economics, Magyar tudósok körútja 2. Bldg. Q. Wing B, Floor 3. Room 307, H-117 Budapest, Hungary
Abstract:The authors provide three major criteria for evaluating marketing channels. They assert that each channel choice involves some trade-off among the three criteria—almost no channel ever fits a manufacturer perfectly. Two examples are provided in some detail.
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