Nelson, J. H.
M.S. (Master of Science)
Department of Education and Administrative Services
Clock and watch makers; Sales promotion; Selling
THE PROBLEM -- (1) To determine prevailing sales promotion activities of which manufactures; (2) To ascertain the relative importance of these sales promotion activities; (3) To indicate some common denominators of sales promotion activities which might tend to better integrate both the mutually cooperative and the individual efforts of the manufacturer, the wholesalers, and the retailers. MAJOR CONCLUSIONS -- (1) Only one retailer indicated that the manufacturer's sales promotion policies were unimportant. (2) Television commercials were inadequate for the needs of a number of wholesalers and retailers. (3) Advertising and Collateral Materials were ranked the highest by all three groups. (4) Manufacturer's watch display cases did not meet distributers needs. (5) There was considerable differentiation in the ranking of policies by retailers.
Kempa, Gerald S., "A study of manufacturer initiated sales promotions and their integration with the sales promotional needs of watch wholesalers and retailers" (1962). Graduate Research Theses & Dissertations. 645.
vi, 57 pages
Northern Illinois University
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