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Performing Detailed Diagnostics Using a Hypothesis Driven Approach

Author

Listed:
  • Ioana OLARIU

    (Vasile Alecsandri University of Bacau, Romania)

  • Gheorghe EPURAN

    (Vasile Alecsandri University of Bacau, Romania)

Abstract

This paper is about understanding through deep market analysis what are the issues and opportunities in distribution. It highlights the detailed hypotheses driven ‘diagnostic’ framework to perform this analysis and shows the selling force role in successfully managing distribution excellence as a change intervention. For each issue we built the most common hypotheses which can conduct to a certain situation and we have highlighted different type of key questions which can describe each hypothesis.

Suggested Citation

  • Ioana OLARIU & Gheorghe EPURAN, 2012. "Performing Detailed Diagnostics Using a Hypothesis Driven Approach," Risk in Contemporary Economy, "Dunarea de Jos" University of Galati, Faculty of Economics and Business Administration, pages 255-260.
    • Handle: RePEc:ddj:fserec:y:2012:p:255-260
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