An empirical analysis of the role of industrial brands for industrial distributors

Journal of Strategy and Management 

Do industrial retailers value industrial brands?  We conduct two studies with B2B retailers and find that industrial brands are at least as important as price and margins for B2B retailers as purchase factor. Industrial brands thus create value not only for industrial end-users, but also for industrial distributors. 




This framework highlights how decisions about purchase prices by customers and price setting decisions by managers consistently violate rational choice principles.
   Read more

Copyright 2012 by HINTERHUBER & PARTNERS
Webdesign by ad:morris


Falkstrasse 16
6020 Innsbruck

Phone: +43 664 402 7 402
Fax: + 512 58 34 38
Mail: This email address is being protected from spambots. You need JavaScript enabled to view it.