Co‐operation in Channels of Distribution: Physical Distribution Leads the Way
International Journal of Physical Distribution & Materials Management
ISSN: 0269-8218
Article publication date: 1 August 1981
Abstract
Historically goods and services have been distributed through networks in which loosely aligned firms have bargained at arm's length, negotiated aggressively over price and other conditions of sale, and otherwise behaved autonomously. However, planned vertical marketing systems are rapidly displacing these conventional marketing channels as the dominant mode of distribution in the American economy. These vertical marketing systems tend to be professionally managed, pre‐planned, rationalised, and capital intensive. According to McCammon, over 60 per cent of total retail sales are through firms affiliated with vertical marketing systems.
Citation
Gill, L.E. and Allerheiligen, R.P. (1981), "Co‐operation in Channels of Distribution: Physical Distribution Leads the Way", International Journal of Physical Distribution & Materials Management, Vol. 11 No. 8, pp. 56-70. https://doi.org/10.1108/eb014521
Publisher
:MCB UP Ltd
Copyright © 1981, MCB UP Limited