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Dissertation
Selection criteria for potential wholesaler-distributors
Doctor of Philosophy (Ph.D.), Drexel University
1997
DOI:
https://doi.org/10.17918/00009479
Abstract
The primary objective of this study is to understand the selection criteria that manufacturers use in selecting their potential wholesaler-distributors. Alpha factor analysis reduced the large data set used in the descriptive study to eight dimensions. The eight dimensions (variables) considered important (in order of decreasing importance) by the manufacturers in the selection of wholesaler-distributors are: (1) distributor sales resource, (2) distributor credibility, (3) distributor functional participation, (4) distributor promotional participation, (5) distributor financial strength, (6) distributor external credibility, (7) distributor market coverage, (8) distributor similar/competitive product practices. Preliminary findings indicate that middle level managers, top level managers and sometimes a committee comprised of top, middle and field personnel from sales, marketing and finance are involved in the selection of potential wholesaler-distributors. Field sales personnel (typically salespeople) and trade sources are the two most widely used sources of information for locating potential wholesale-distributors. In this study, policy capturing is used to identify the policies of the twenty four decision makers (raters). All the policies are statistically significant (p < 0.01). The results also validate the usefulness of multiple regression analysis as a technique for capturing the policies of the decision makers. Judgment analysis (JAN) answers the question of the existence of a single policy or several policies among the raters in the selection of wholesaler-distributors. In this study, the results of judgment analysis show the existence of a single policy among the raters in the selection of potential wholesaler-distributors. Results from MANOVA validate the hypothesis that personal variables of the rater (age, sex, educational qualifications, professional experience, position in the company, income) have no effect on the selection of potential wholesaler-distributors. The importance of proper selection policies has been highlighted in literature. The findings from this study can be used to improve the selection process used by the manufacturers in selecting their wholesaler-distributors. The selection techniques and methodology used in this study can be easily adopted to other areas where selection is involved such as: (1) selecting personnel, (2) selecting managers, (3) selecting faculty in colleges and universities, (4) selecting credit worthy loan applicants.
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Details
- Title
- Selection criteria for potential wholesaler-distributors
- Creators
- Ravi Tripuraneni
- Awarding Institution
- Drexel University
- Degree Awarded
- Doctor of Philosophy (Ph.D.)
- Publisher
- Drexel University; Philadelphia, Pennsylvania
- Number of pages
- x, 161 pages
- Resource Type
- Dissertation
- Language
- English
- Academic Unit
- College of Business (and) Administration (1970-1999); Drexel University
- Other Identifier
- 991021888981704721