Unauthorized channels of distribution: Gray markets

Roy D. Howell, Robert R. Britney, Paul J. Kuzdrall, James B. Wilcox

Research output: Contribution to journalArticle

16 Scopus citations

Abstract

This article examines the process by which the use of price-quantity discounts facilitates the formation of gray markets-alternative channels of distribution outside the control of the manufacturer. Some of the tactics commonly used to combat gray markets are discussed, and a revision of current quantity-discount pricing practices is called for as the most effective means of controlling the gray-market problem.

Original languageEnglish
Pages (from-to)257-263
Number of pages7
JournalIndustrial Marketing Management
Volume15
Issue number4
DOIs
StatePublished - Nov 1986

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