...Arijit Sikdar; Prakash Vel Purpose All innovations launched in the market do not necessarily enjoy the returns they deserve. The purpose of the paper is to explore the role played by distribution and promotion in enhancing the value of an innovation in the customer's perception. The paper...

... distribution strategies of sales people and analysts of customer behaviour. Findings St Paul was a very successful power seller, but, differing from many other nowadays power sellers (take Madoff), he was selling his product in an ethical way, because he himself was also deeply convinced of the product...

... sector in South Korea. Practical implications There are a number of problems associated with the retail distribution system in South Korea and senior managers based in overseas companies need to have an appreciation of how South Korean companies compete and how they respond to government initiatives...

... to customer expectations, and establish sustainable business relationships based on trust. The multi‐layered distribution system in Japan dictates the role of each member of the marketing channel and in order to succeed, an overseas company will need to exhibit a high degree of specialization. New market...