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

  • Whole channel view
    Whole channel view refers to design international channels that take into account the entire global supply chain and marketing channel. It recognizes that to compete well...
  • Push strategy
    Push strategy is a promotion strategy that calls for using the sales force and trade promotion to push the product through channels. The producer promotes the product...
  • Truck wholesalers
    Truck wholesalers or truck jobbers are those wholesalers who perform primarily a selling and delivery function. Carry a limited line of semi perishable merchandise...
  • Micromarketing
    Micromarketing is the practice of tailoring products and marketing programs to suit the tastes of specific individuals and locations. Rather than seeing a customer...
  • Interactive marketing
    Interactive marketing means that service quality depends heavily on the quality of the buyer-seller interaction during the service encounter.
  • Online social networks
    Online social networks refer to online social communities such as blogs, social networking web sites, or even virtual worlds- where people socialize or exchange information and opinions.
  • Idea generation
    The systematic search for new product ideas is called Idea generation. A company typically generates hundreds of ideas, even thousands, to find a few good ones.