Definition

Selective distribution

Selective distribution- the use more than one but fewer than all the intermediaries who are willing to carry a company’s products. Selective distribution lies between intensive and exclusive distribution. Most television, furniture, and home appliance brands are distributed in this manner. For example, Whirlpool and GE sell their major appliances through dealer networks and selected large retailers. By using selective distribution, they can develop good working relationships with selected channel members and expect a better than average selling effort. Selective distribution gives producers good market coverage with more control and less cost than does intensive distribution.


Market coverage in which only some of the available outlets are used for distributing a product or brand.

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