The pattern of mail order

Abstract

Discusses mail‐order trading and its status as a vigorous growth industry since the 1950s. Looks at the difference between mail‐order organisations – especially in the North American region, where Sears, Roebuck is supported by a widespread network of local stores and depots, and an increasing part of the business arises from telephone rather than mail orders – whereas in the UK most business is done through agents, whereby each customer has his/her personal catalogue – constitutes only a small proportion of the UK industry. Investigates postal agencies in the UK; the social organisation of agencies; types of agency; competition within the industry regarding number of agents; volume per agent and agent recruitment.

Citation

Mann, J. (1967), "The pattern of mail order", European Journal of Marketing, Vol. 1 No. 1, pp. 42-53. https://doi.org/10.1108/EUM0000000005232