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The British Motor Industry, 1945-1994A Case Study in Industrial Decline$
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Timothy Whisler

Print publication date: 1999

Print ISBN-13: 9780198290742

Published to Oxford Scholarship Online: October 2011

DOI: 10.1093/acprof:oso/9780198290742.001.0001

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Distribution Structures: Dealers, Agents, and Self-Interest

Distribution Structures: Dealers, Agents, and Self-Interest

(p.243) 7 Distribution Structures: Dealers, Agents, and Self-Interest
The British Motor Industry, 1945-1994

Timothy R. Whisler

Oxford University Press

This chapter describes the characteristics and performance of British firms' domestic and foreign distribution structures channels. Producers regarded themselves as car makers first and foremost. Distribution was a function for agents, whether they were British distributors or foreign importers. Manufacturers were initially attracted to agency as the method to maximise market coverage at a minimum cost. This structure delegated manufacturers' financial risk and organizational commitments.

Keywords:   foreign distribution, car makers, importers, manufacturers, agents

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