IDEAS home Printed from https://ideas.repec.org/h/spr/mgmchp/978-3-319-91959-1_7.html
   My bibliography  Save this book chapter

Common Pitfalls

In: Distribution Strategy

Author

Listed:
  • Livio Moretti

    (European Institute of Business Administration)

Abstract

The road to master the Distribution Channel is undeniably uphill, arduous and thorny. To ensure it does not become also frustrating, managers need to be schizophrenically minded: focus on the big picture and be paranoiac about the details. Along their journey they will need to find sound answers to critical questions and be aware of the multiple conceptual traps. For example, shall a vendor grant unconditional incentives? Why elasticity is often over-estimated and why targets are sometimes failing in reaching their initial objectives? Why Pricing potential is rarely fully utilized? This chapter addresses the most inveterate and pernicious pitfalls and provides concrete solutions to those real-life dilemmas that hold many organizations in check. While reading the nine monographies of this section you will visualize, anticipate and correct organizations’ most frequent methodological flaws. You will dispose of a toolbox to find answers to common problems, avoid frequent pricing mistakes and develop the much-needed problem-solving mindset.

Suggested Citation

  • Livio Moretti, 2019. "Common Pitfalls," Management for Professionals, in: Distribution Strategy, chapter 7, pages 165-177, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-91959-1_7
    DOI: 10.1007/978-3-319-91959-1_7
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    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:spr:mgmchp:978-3-319-91959-1_7. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    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.