IDEAS home Printed from https://ideas.repec.org/a/sae/vision/v15y2011i4p369-377.html
   My bibliography  Save this article

Bulk Deal in Bagri Market

Author

Listed:
  • Jaydeep Mukherjee

Abstract

The case highlights the challenges of using the wholesalers as an element of distribution network. The case discusses the evolution of distribution channel of luggage, primarily following selective distribution strategy. The decision making focus is about the nature of actions the Branch Manager could take to control the very powerful dealers located in major wholesale market. These wholesale dealers had high turnover from retail and wholesale business. They traditionally enjoyed high discounts and credit which was used by them for price cutting. Their activities disturbed the rest of distribution channel of Aristocrat as well as all other competitors and prevented growth of the rest of the distribution channel. These dealers enjoyed enormous bargaining power and were known to throw tantrum and hold the branch sales to ransom by not giving order till the end of the month and then negotiating hard. The situation had reached such an impasse that the Branch Manager and sales officers were rendered ineffective in managing the sales.

Suggested Citation

  • Jaydeep Mukherjee, 2011. "Bulk Deal in Bagri Market," Vision, , vol. 15(4), pages 369-377, December.
    • Handle: RePEc:sae:vision:v:15:y:2011:i:4:p:369-377
    DOI: 10.1177/097226291101500406
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/097226291101500406
    Download Restriction: no
    File URL: https://libkey.io/10.1177/097226291101500406?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sae:vision:v:15:y:2011:i:4:p:369-377. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: SAGE Publications (email available below). General contact details of provider: .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.