Why Are Direct Channels of Distribution Common in Business-To-Business Markets

question 19

Essay

Why are direct channels of distribution common in business-to-business markets dealing with high-dollar, high-profit items?

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Definitions:

Perceptual Errors

Mistakes in judgment or interpretation caused by inaccuracies in the perceptual process, similar to perceptual distortions but emphasizing the error aspect.

Performance Appraisal

The systematic evaluation of employees' job performance and productivity to understand their capabilities for future growth or development.

Self-fulfilling Prophecy

A psychological phenomenon in which an individual's or group's belief or expectation brings about its own fulfillment, either directly or indirectly, influencing behavior and outcomes.

Preexisting Expectations

Assumptions or beliefs that one has before encountering new information or experiences.