Abstract
Deals with the situation where a major retailer of consumer products is obtaining supplies through unauthorized channels. The problem is to motivate the retailer to deal with the authorized salesman and distributor. The case can be used for introducing issues pertaining to distribution channels and sales management.
Additional Information
| Product Type | Case |
|---|---|
| Reference No. | MAR0286 |
| Title | Banwari Lal and Subir Bose |
| Pages | 2 |
| Published on | Jan 1, 1985 |
| Authors | Dholakia, Nikhilesh; |
| Area | Marketing (MAR) |
| Discipline | Organizational Behaviour, Strategic Management |
| Sector | Manufacturing |
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