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Realities of channel dynamics: A wholesaling example

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Abstract

Using the formation of wholesaling institutions as an example, this paper argues that while perhaps conforming to established models of channel formation, channel structure results primarily from short-term and narrowly focused decision making. The paper describes a six step sequence that an evolving merchant wholesaler can be expected to pass through, each step characterized by immediate and short-term concerns.

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Authors and Affiliations

  1. Indiana University at South Bend, South Bend, USA

    John J. Withey

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  1. John J. Withey
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Withey, J.J. Realities of channel dynamics: A wholesaling example. JAMS 13, 72–81 (1985). https://doi.org/10.1007/BF02729937

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  • DOI: https://doi.org/10.1007/BF02729937

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