Developing causal relationships for an industrial distributor performance index
by Dinesh Sharma, B.S. Sahay, Amit Sachan
International Journal of Innovation and Learning (IJIL), Vol. 4, No. 6, 2007

Abstract: A distributor's performance has direct linkage with the supplier's performance. In this paper, taking the system dynamics approach, the causal loop diagram is developed to capture the dynamic interaction among various variables that determine a distributor's performance. A Distributor Performance Index has been proposed that includes the performance 'enablers' and 'result' variables. This paper also proposes a two-dimensional typology of distributors and discusses the implications to the manufacturer.

Online publication date: Sun, 29-Apr-2007

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