Industrial distribution options: Trade-offs to consider

Academic Article


  • The process of designing an appropriate channel of distribution is a complex task for industrial marketers as it includes both the dimensions of channel structure and intermediary selection. This article discusses a structured method by which to make channel design and intermediary selection decisions. © 1989.
  • Authors

    Published In

    Digital Object Identifier (doi)

    Author List

  • Powers TL
  • Start Page

  • 155
  • End Page

  • 161
  • Volume

  • 18
  • Issue

  • 3