Exporting industrial products via commission agents

Abstract

Maintains that the course of academic thought has been diverted from anatomical thinking, a penchant of looking at an operation in terms of the parts, to wholeness thinking, an overview emphasising an identity separate from and greater than its parts. Describes novel methods of finding new agents, together with details of a formal type of arrangement designed to provide effective and lasting co‐operation between the home company and its representatives abroad. States that a systems perspective might well be the most prudent method of rationalising the vast amounts of data on consumer behaviour that has been created by behavioural scientists. Concludes that harmony of interest between principals and agents is a vital key to success initiating and expanding overseas markets.

Citation

Russell, C.R. (1969), "Exporting industrial products via commission agents", European Journal of Marketing, Vol. 3 No. 1, pp. 9-12. https://doi.org/10.1108/EUM0000000005203