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Selection of a distribution channels strategy: and the Internet as a purchasing tool
2000 (English)Independent thesis Advanced level (professional degree), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

There are two objectives with this master thesis. The main objective is to investigate and shed light on what the conditions and characteristics of the English market as well as the centrifugal separators for industrial fluids applications imply for the principal, Alfa Laval Separation AB, regarding the selection of the most effective distribution channels strategy. The second and somewhat minor objective is to investigate and shed light on the use of the Internet as a purchasing tool within the industrial market. Since information of both quantitative and qualitative nature was required, a slightly mixed research method, a case-survey, was used in the study. This research method can be described as a cross-sectional approach with ingredients of qualitative nature. Data was collected through existing documents and through personal interviews at 22 manufacturing companies in England. When it comes to the Internet as a purchasing tool, it is a very common opinion within the English manufacturing industry that the whole occurrence is growing rapidly and that the Internet will be extensively used for purchasing in the future. At the present however, the English manufacturing industry in general does not seem to be quite mature for making purchases over the Internet, although there by all means are companies that already are quite progressive in their use of the Internet as a purchasing channel. As for distribution channels strategy, it is clear that mainly due to the market's wants and preferences and the product's technical complexity, the direct channel is the only sensible alternative. When weighing all the market characteristics and product characteristics together, the most effective distribution channels strategy would be to use a direct channel and concentrate on manufacturers of fabricated metal products, industrial machinery and transportation equipment in the West Midlands and North West regions.

Place, publisher, year, edition, pages
Keyword [en]
Technology, distribution, channels, strategy, Internet, purchasing, market, analysis, demand, estimation, England
Keyword [sv]
URN: urn:nbn:se:ltu:diva-45936ISRN: LTU-EX--00/294--SELocal ID: 393982f5-0fa6-4712-b8df-86a14ee133c3OAI: diva2:1019243
Subject / course
Student thesis, at least 30 credits
Educational program
Industrial and Management Engineering, master's level
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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