Selection and Motivation of Industrial Distributors: A Comparative Analysis

Abstract

This article reviews factors necessitating the application of effective selection and motivation criteria when using independent distributors. It reports findings concerning the criteria utilised by South African manufacturing companies and compares these with findings based on another study using United Kingdom and United States samples. The findings seem to be very similar across cultures and a model is presented to aid manufacturers in the proper selection and motivation of their distributors.

Citation

Abratt, R. and Pitt, L.F. (1989), "Selection and Motivation of Industrial Distributors: A Comparative Analysis", European Journal of Marketing, Vol. 23 No. 2, pp. 144-153. https://doi.org/10.1108/EUM0000000000553