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‘In the best position to reap mutually beneficial results’: Sole-agency agreements and the distribution of consumer durables in inter-war Britain

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  • Nicholas D. Wong
  • Andrew Popp

Abstract

This article uses a case-study approach to explore the use of exclusive sole-agency agreements in the distribution and retailing of specialty branded consumer durables in inter-war Britain, a neglected topic in the business history literature. Utilising an extensive correspondence between piano manufacturer Broadwood and Sons, and Liverpool-based musical instrument retailer Rushworth and Dreaper (with comparisons made with two smaller sets of manufacturer–retailer correspondence) we argue that the stability of a sole-agency agreement encouraged the emergence of a highly reciprocal and collaborative relationship that led to innovations in marketing, selling, branding and product development. We urge a reconsideration of the value and effect of sole-agency agreements.

Suggested Citation

  • Nicholas D. Wong & Andrew Popp, 2018. "‘In the best position to reap mutually beneficial results’: Sole-agency agreements and the distribution of consumer durables in inter-war Britain," Business History, Taylor & Francis Journals, vol. 60(6), pages 884-907, August.
  • Handle: RePEc:taf:bushst:v:60:y:2018:i:6:p:884-907
    DOI: 10.1080/00076791.2017.1360287
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