Journal article
How Foreign Firms View Their U.S. Distributors
Industrial marketing management, v 21(2), pp 93-101
01 May 1992
Featured in Collection : UN Sustainable Development Goals @ Drexel
Abstract
A study examined foreign manufacturers' views of their US industrial distributor partners. Questionnaires were mailed to a random sample of foreign manufacturers of industrial products with direct investment in the US, and 96 usable responses were obtained. The results showed that for the most part, the manufacturers hold the industrial distributors in high regard in terms of their capabilities for performing such key marketing functions as providing market coverage, sales contact, inventory holding, and order processing. The industrial distributors were given lower grades by the manufacturers on 2 other functions: 1. providing market information, and 2. providing advice and technical support. For all but the market information function, there was a positive correlation between the degree of industrial distributor use by the foreign manufacturers and the level of their ratings of the distributors' capabilities. The more the manufacturers used industrial distributors, the higher their regard for the distributors functional performance capabilities.
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Details
- Title
- How Foreign Firms View Their U.S. Distributors
- Creators
- Bert Rosenbloom - Drexel UniversityTrina Larsen - Drexel University
- Publication Details
- Industrial marketing management, v 21(2), pp 93-101
- Publisher
- Elsevier Sequoia S.A
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- Marketing
- Web of Science ID
- WOS:A1992HQ42500003
- Scopus ID
- 2-s2.0-38249011218
- Other Identifier
- 991019173702004721
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- Web of Science research areas
- Business
- Management