Abstract
This article introduces the industrial distributor into the service industries literature. A comprehensive description of these middlemen is provided and the results of a 1986 survey are analysed. The findings relate to some characteristics of industrial distributors and to many of the services they perform. It is established that these firms are very service-intensive. The complexity of industrial distribution channels is examined and there is an analysis of the factors that influence how these middlemen select the producers whose products they carry.
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