Distribution challenges and workable solutions

Avinash G Mulky

Document Type

Article

Publication Title

IIMB Management Review

Abstract

An effective distribution channel can be a source of strategic advantage for companies. However, little research exists about the distribution channel structure in India, which is largely traditional and quite unique. The first part of this round table article provides an overview of distribution channels, particularly their constituents and structure, with a special focus on distribution channels in India. The second part of the article reports on a panel discussion with eminent academic and industry experts on the challenges that companies in India face in designing, constructing, and managing distribution channels on the ground.

Publication Date

1-4-2013

Publisher

Elsevier

Volume

Vol.25

Issue

Iss.3

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