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Limited outlet distribution: Selective and exclusive channel distribution of the United States based national paper trade alliance firms

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Within channels of distribution, the profitability of the wholesaler-distributor continues to be threatened from many sources. However, the imminent demise of the middleman that has been predicted for many years has yet to materialize. Those middlemen that do well have found ways of maintaining relevance and creating value. This paper seeks to evaluate how the participants in the supplier to distributor channel in a global industry both perceive and participate in selective or exclusive distribution, i.e. utilize a 'Limited Outlet Distribution (LOD)' strategy. Data were collected qualitatively through four case studies and quantitatively through the administration of an electronic questionnaire. Results indicate that selective or exclusive distribution strategies are being utilized in the channel, but more so by manufacturers than distributors.
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Keywords: NPTA; Paper industry; distribution channels; wholesale

Document Type: Research Article

Affiliations: 1: University of North Florida, USA 2: Florida State University, USA

Publication date: 2007-09-01

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