Question: Read the following HBR article: Arnold, D . ( 2 0 0 0 ) . Seven rules of international distribution. Harvard Business Review, 7 8

Read the following HBR article: Arnold, D

. (2000) .

Seven rules of international distribution. Harvard Business Review,

78 (6), 131 - 137 .

Based upon the Arnold article and your own independent research, respond to the following prompts as part of your analysis to your CEO:

Discuss the factors that most multinational marketers usually blame for the failures related to the use of independent distributors in developing countries. Specifically, explore the effectiveness of independent distributors as overall strategic partners and their effectiveness in developing sustainable long

-

term growth.

Describe the common characteristics of the successful distributors that continue to be the representatives of multinational companies.

Identify and describe specific guidelines for managing the multinational

-

distributor partnership.

Conclude by describing which one of those steps would be the most challenging for international companies to implement.

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