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Wholesale distribution: The chimera in the channel

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The paper develops previous work published in this journal on the concept of 'new commerce' by exploring the nature of changes in wholesaling since the mid 1990s. The previously identified dimensions of new commerce are considered in the context of changes in wholesaling and three organizations of different types are used to illustrate how their activities can be considered as new commerce. It is suggested that organizations with the characteristics new commerce operate alongside more traditionally structured organizations. There are, therefore, emerging two distinctively different broad organizational models in wholesaling. Both are addressing the same overall function inherent in wholesaling although the ways that functions are bundled and that vertical and horizontal relationships are managed are quite different.

Keywords: Euromadi; Metro; Mitsubishi Shoji; Wholesaling; channel dynamics; globalization; new commerce

Document Type: Research Article


Affiliations: Universities of Stirling and Edinburgh, ESADE, Barcelona and UMDS, Kobe, Japan

Publication date: 2007-09-01

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