Managing distributors as off-balance resources in the American brewing industry.: An article from: SAM Advanced Management Journal

This digital document is an article from SAM Advanced Management Journal, published by Society for the Advancement of Management on March 22, 1992. The length of the article is 2556 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the supplier: The market power of brewing companies is increasing in light of the growing consolidation of the industry. Anheuser-Busch, Miller, Stroh, Heilman and Coors currenty dominate the beer market. It is expected that Anheuser-Busch will eventually come to control more than 50% of the industry. A study was conducted to examine the power these brewers exert to control the actions of their distributors. The study's participants consisted of 324 beer distributors that answered a questionnaire assessing supplier power sources, supplier use of power sources, distributor satisfaction and distributor performance. Results showed that brewers exert little power over distributors in some areas, including the determination of sales territory, but they are powerful in other areas such as in requiring certain warehousing features. Majority of the distributors rated themselves above average in terms of performance and profitability.

Citation Details
Title: Managing distributors as off-balance resources in the American brewing industry.
Author: Lynne D. Richardson
Publication:SAM Advanced Management Journal (Refereed)
Date: March 22, 1992
Publisher: Society for the Advancement of Management
Volume: v57 Issue: n2 Page: p34(5)

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