Tóm tắt
Reports on research conducted during 1988 into the channel
relationships of UK manufacturers and German agents and distributors.
Develops a profile of UK exporting manufacturers and German agents and
distributors. Examines the geographic area of representation by agents
in Germany together with the methods used by UK manufacturers to recruit
their agents and distributors and methods of motivating agents and
distributors both from the manufacturers′ and the agents′ points of
view. Discusses satisfaction with the channel relationship. Finds some
agreement between both the manufacturers′ and agents′ and distributors′
views for improving the sale of British products in Germany. A notable
difference was in the ranking of better quality; German agents and
distributors thought that quality was more important than did UK
manufacturers.
