The
Definition Of

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.

Share it:

More from this Section

  • Business-to-business (B-to-B) online marketing
    Business-to-business (B-to-B) online marketing refers to businesses in where marketers use Web sites, e-mail, online product catalogs, online trading networks, and other online...
  • Needs
    Human needs are states of felt deprivation. They include basic physical needs for food, clothing, warmth, and safety; social needs for belonging and affection;
  • Post purchase behavior
    The stage of the buyer decision process in which consumers take further action after purchase based on their ...
  • Value proposition
    The full positioning of a brand is called the brand’s value proposition- the full mix of benefits on which a brand is differentiated and positioned.
  • Local marketing
    Local marketing involves tailoring brands and promotions to the needs and wants of local customer groups-cities, neighborhoods, and even specific stores.
  • General need description
    General need description is the stage in the business buying process in which a buyer describes the general characteristics and quantity of a needed item.
  • Joint ownership
    Joint ownership ventures consist of one company joining forces with foreign investors to create a local business in which they share joint ownership and control.