Identifying and Working with Foreign Intermediaries
13.3 Explain identifying and working with foreign intermediaries.
As the opening case highlights, success in exporting usually depends on establishing strong relationships with distributors, sales representatives, and other foreign market intermediaries. Distribution channel intermediaries are physical distribution and marketing service providers in the value chain for focal firms. They move products and services in the home country and abroad and perform key downstream functions in the target market. For most exporters, relying on an independent foreign distributor is a low-cost way to enter foreign markets. The intermediary’s intimate knowledge, contacts, and services in the local market ...
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