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Motive für Selektiwertrieb — Eine institutionenökonomische Untersuchung

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  • Thorsten Posselt

Abstract

Summary In a “selective dealer system” the number of dealers selling products of a particular manufacturer is limited compared with an ”unrestricted distribution system”. This paper discusses reasons of manufacturers and dealers to engage in such a distribution arrangement. We find out that dealers generally prefer a “selective dealer system” since competitive pressure at the dealer stage is weakened. The manufacturer benefits indirectly from such a system since the behavior of the dealers change. It is demonstrated in two scenarios that the manufacturer might have an incentive to build up a “selective dealer system” because it induces dealers to invest in marketing for the manufacturer’s products and in the product’s reputation.

Suggested Citation

  • Thorsten Posselt, 1998. "Motive für Selektiwertrieb — Eine institutionenökonomische Untersuchung," Schmalenbach Journal of Business Research, Springer, vol. 50(12), pages 1098-1119, December.
    • Handle: RePEc:spr:sjobre:v:50:y:1998:i:12:d:10.1007_bf03371550
    DOI: 10.1007/BF03371550
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    References listed on IDEAS

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    Cited by:

    1. Thomas Bürkle & Thorsten Posselt, 2003. "Die Auswahl produktiver Mitglieder in Franchisesystemen," Schmalenbach Journal of Business Research, Springer, vol. 55(2), pages 87-111, March.

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