Unauthorized channels of distribution: Gray markets

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

doi:10.1016/0019-8501(86)90017-9

Unauthorized channels of distribution: Gray markets

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

Business Administration

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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 language	English
Pages (from-to)	257-263
Number of pages	7
Journal	Industrial Marketing Management
Volume	15
Issue number	4
DOIs	https://doi.org/10.1016/0019-8501(86)90017-9
State	Published - Nov 1986

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title = "Unauthorized channels of distribution: Gray markets",

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.",

author = "Howell, {Roy D.} and Britney, {Robert R.} and Kuzdrall, {Paul J.} and Wilcox, {James B.}",

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AU - Britney, Robert R.

AU - Kuzdrall, Paul J.

AU - Wilcox, James B.

PY - 1986/11

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N2 - 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.

AB - 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.

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DO - 10.1016/0019-8501(86)90017-9

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SN - 0019-8501

VL - 15

SP - 257

EP - 263

JO - Industrial Marketing Management

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Unauthorized channels of distribution: Gray markets

Abstract

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