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Going to Market: Distribution Systems for Industrial Products

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Peter Drucker once referred to the distribution infrastructure of business as "the economy's dark continent." Going to Market maps this territory for managers and scholars. The study approaches channel management as a marketing system and a key dimension of corporate strategy. Based on extensive field research on more than 50 companies, including IBM, GE, Control Data Corp ...more
Hardcover, 394 pages
Published June 1st 1989 by Harvard Business Review Press
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