It’s said that the three rules of retailing are Location, Location, Location. For branded consumer goods, the location paradigm is driven to higher precision with issues of distribution channels, shelf placement, and end-caps. To extend the parallel to business markets, the three rules are Relationships, Relationships, Relationships. Competitive Advantage In most business markets, personal relationships…

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Information intermediaries are communication vehicles that transfer concerns between buyers and sellers. Distinct information intermediaries can be identified for the transference of ideas, concepts, desires, and concerns from buyers-to-sellers and from sellers-to-buyers. They are distinguished by their ability to aggregate information into manageable chunks and their ability to aggregate audiences for consuming ideas. Seller-to-Buyer and…

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