The Credit Trap Constraint on Sales through Industrial Distribution Channels

Benz G. V. , International Trade Credit Management: A 22-Country Survey of Effective Credit Practices, Gower Press: Epping, UK, 1975.

Marks N.E. Abouzeid K. and Long B. , ‘Marketing Does Not Make Credit Decisions’, Industrial Marketing Management, Vol. 21, No. 4, 1992, pp. 323330.

Mills R.B. , Beyond The Sale, Dow-Jones Irwin: Home wood, 1985.

Shipley D. and Davies L. , ‘The Role and Burden-Allocation of Credit in Distribution Channels’, Journal of Marketing Channels, Vol. 1, No. 1, 1991, pp. 322.

Emery G.W. , ‘A Pure Financial Explanation for Trade Credit’, Journal of Financial and Quantitative Analysis, Vol. 19, No. 3, 1984, pp. 27195.

Ferris J.S. , ‘A Transactions Theory of Trade Credit’, Quarterly Journal of Economics, 96, May 1981, pp. 243270.

Herbst A.F. , ‘Some Empirical Evidence on the Determinants of Trade Credit at the Industry Level of Aggregation’, Journal of Financial and Quantitative Analysis, Vol. 9, No. 2, 1974, pp. 37794.

Ferris , op. cit.

Neale C.W. and Sercu P. , ‘Countertrade in International and Domestic Markets’, The International Trade Journal, Vol. 7, No. 3, 1993, pp. 271294.

Hardy K. and McGrath A. Marketing Channel Management, Scott-Foresman: Glenview, 1988.

Rosenbloom B. , Marketing Channels Dryden, Chicago, 1990.

Webster F.E. , ‘The Role of the Industrial Distributor in Marketing Strategy’, Journal of Marketing, Vol. 40, No. 3, 1976, pp. 1016.

Shipley D. and Prinja S. , ‘The Services and Supplier Choice Influences of Industrial Distributors’, The Service Industries Journal, Vol. 8, No. 2, 1988, pp. 176187.

Shipley , and Davies 1991, op. cit.

Abratt R.L. , ‘Industrial Buying in High Tech Markets’, Industrial Marketing Management, Vol. 15, No. 4, 1986, pp. 293298.

Kassiceh S.K. and Rogers R.D. , ‘Microcomputer Purchase Criteria Across Industries’, Industrial Marketing Management, Vol. 15, No. 3, 1986, pp. 139146.

Neale C.W. and Shipley D. , ‘An International Comparative Study of Credit Management’, European Journal of Marketing, Vol. 19, No. 6, 1985, pp. 2438.

Shipley and Davies, 1991, op. cit.

Kotler P. , Marketing Management: Analysis, Planning, Implementation and Control, Prentice-Hall: Englewood Cliffs, 1988.

Narus J.A. Reddy N.M. and Pinchak G.L. , ‘Key Problems Facing Industrial Distributors’, Industrial Marketing Management, Vol. 13, No. 3, 1984, pp. 139147.

Shipley D. and Bourdon E. , ‘Distributor Pricing in Competitive Markets’, Industrial Marketing Management, Vol. 19, No. 3, 1990, pp. 215224.

Ibid.

Neale , and Shipley 1985, op. cit.

Abratt , op. cit.

Kassiceh , and Rogers op. cit.

McGoldrick P.J. and Douglas R.A. , ‘Factors Influencing the Choice of a Supplier By Grocery Distributors’, European Journal of Marketing, Vol. 17, No. 5, 1984, pp. 139148.

Shipley , and Prinja op. cit.

Narus Reddy , and Pinchak op. cit.

Shipley , and Bourdon 1990, op. cit.

Shipley D. Cook D. and Barnelt E. , ‘Recruitment, Motivation, Training and Evaluation of Overseas Distributors’, European Journal of Marketing, Vol. 23, No. 2, 1989, pp. 7993.

Morris M.H. , ‘Separate Prices as a Marketing Tool’, Industrial Marketing Management, Vol. 16, No. 2, 1987, pp. 7986.

Neale , and Shipley 1985, op. cit.

Ibid.

Narus Reddy , and Pinchak op. cit.

Shipley D. , ‘What British Distributors dislike about Manufacturers’, Industrial Marketing Management, Vol. 16, No. 3, 1987, pp. 153162.

Webster, op. cit.

Narus J.A. and Anderson J.C. , ‘Industrial Distributor Selling: The Role of Outside and Inside Sales’, Industrial Marketing Management, Vol. 15, No. 1, 1986, pp. 5562.

Shipley , and Davies 1991, op. cit.

Neale , and Shipley 1985, op. cit.

Webster, op. cit.

Shipley , and Bourdon 1990, op. cit.

Walker B.J. Keith J.E. and Jackson D.W. , ‘The Channel Manager: Now, Soon or Never’, Journal of the Academy of Marketing Science, Vol. 13, No. 3, 1985, pp. 8296.

Jobber D. , ‘Questionnaire Factors and Mail Survey Response Rates’, European Research, July 1985, pp. 124129.

Hart S. , ‘The Use of the Mail Survey in Industrial Market Research’, Journal of Marketing Management, Vol. 3, No. 1, 1987, pp. 2538.

Morris , op. cit.

Shipley, 1987, op. cit.

Narus Reddy , and Pinchak op. cit.

Rosenbloom , op. cit.

Shipley , and Prinja 1988, op. cit.

Hunt S.D. Ray N.M. and Wood V.R. , ‘Behavioural Dimensions of Distribution; Review and Synthesis’, Journal of the Academy of Marketing Science, Vol. 13, No. 3, 1985, pp. 124.

Joseph W.B. Gardner J.T. Thach S. and Vernon F. , ‘How Industrial Distributors View Distributor-Supplier Partnership Arrangements’, Industrial Marketing Management, Vol. 24, No. 1, 1995, pp. 2735.

Marks Abouzeid , and Long op. cit.

Porter M.E. , Competitive Strategy, Free Press of Glencoe, 1980.

Joseph Gardner Thach , and Vernon op. cit.