Critique of the system of commission agents in the export trade to Latin America

Abstract

Argues that the best way of maximizing sales is not by employing commission agents as is traditionally the case. Presents the disadvantages of such a system which are centred on the nature of the agent/principal relationship which can produce conflicting aims. Concludes that the use of a sales promoter might be a better alternative.

Citation

Forbes, M. (1968), "Critique of the system of commission agents in the export trade to Latin America", European Journal of Marketing, Vol. 2 No. 2, pp. 101-109. https://doi.org/10.1108/EUM0000000005245