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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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PRINTED FROM OXFORD SCHOLARSHIP ONLINE (oxford.universitypressscholarship.com). (c) Copyright Oxford University Press, 2021. All Rights Reserved. An individual user may print out a PDF of a single chapter of a monograph in OSO for personal use. date: 09 March 2021

Distribution Structures: Dealers, Agents, and Self-Interest

Distribution Structures: Dealers, Agents, and Self-Interest

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

Timothy R. Whisler

Publisher:
Oxford University Press
DOI:10.1093/acprof:oso/9780198290742.003.0008

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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