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Abstract
This case is based on the effort made by the ATV Manufacturing Company of Glenfield, Ohio, makers of an all-terrain vehicle, to extend their activities into Europe via a Combination Export Manager. It provides an opportunity for the study of the establishment of business relations between a foreign organisation and a domestic distributor. It is intended to highlight particularly the objectives of the distributor which the foreign manufacturer, or organisation representing him, has to consider in its approach to the market. It also provides a credible means for analysing the candidates for distributorship from which an acceptable working agreement could be developed.
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Abstract
This case is based on the effort made by the ATV Manufacturing Company of Glenfield, Ohio, makers of an all-terrain vehicle, to extend their activities into Europe via a Combination Export Manager. It provides an opportunity for the study of the establishment of business relations between a foreign organisation and a domestic distributor. It is intended to highlight particularly the objectives of the distributor which the foreign manufacturer, or organisation representing him, has to consider in its approach to the market. It also provides a credible means for analysing the candidates for distributorship from which an acceptable working agreement could be developed.
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