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Volume :5 Issue : 2 1998      Add To Cart                                                                    Download

Control in the International Distribution Channel: Its Extent, Area and Source – An Empirical Investigation Into the Saudi Car-Market

Auther : Ahmed A. Al-Motawa
Ahmed A. Ahmed

This is a study the extent, area and source of the foreign manufacturer’s control over a Saudi dealer. The study develops constructs for control and the kinds of policies manufacturers follow to achieve it. From a questionnaire, data was gathered and statistical analysis applied. Results show advertising, guarantees, price, and goal setting to be the major areas under the manufacturer’s control while the areas of human resources and show-room were the least controlled. The study also found coercive policies, especially relating to the physical product flow, to be important in achieving control.

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