Purpose – How manufacturers select distributors who can contribute to distribution efficiency has become an important issue for channel management. While the last decade has seen large shifts in manufacturing and distribution practices, there has been very little empirical research...

Writing nearly 20 years ago, Robert Heller emphasized marketing’s focus on the constant and systematic study of what products a company should be offering, when and at what price. Marketing, said Heller, is the part of the company that should always be asking “What business are we in?” In...

Purpose – Highlights the advantages of relationship marketing though a case study of Cervena, an “ appellation controllée ” for New Zealand venison, which helped it to carve out a new market among diners at top restaurants in the USA. Design/method/approach – Demonstrates that New...

Purpose – Reviews the latest management developments across the globe and pinpoints practical implications from cutting‐edge research and case studies. Design/methodology/approach – This briefing is prepared by an independent writer who adds their own impartial comments and places the...

Purpose – Reviews the latest management developments across the globe and pinpoints practical implications from cutting‐edge research and case studies. Design/methodology/approach – This briefing is prepared by an independent writer who adds their own impartial comments and places the...

Purpose – The purpose of this paper is to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach – This briefing is prepared by an independent writer who adds his/her own...