Page 24 - Azerbaijan State University of Economics

Salah Salimian, Kiumars Shahbazi, Mahdi M. Beknazar: Locating The Sale Agents In Spoke Model
Through Uniform Distribution Of Consumers

Osmonbekov et al. (2009) studied the effect of electronic business on coordination of
channel, conflict and function of sale agents. Their results were achieved from the
questionnaires filled a sample of 216 sale agents of computer products in supply and chain
areas. The results indicated that the coordination of the relation between manufacturer
and sale agent leads to increase of supply in electronic trade; whole, it might lead to failure
of e-trade and negative yield of investment on technology in demand side.

Glynn (2010) studied the moderating effect of trade mark on the manufacturer and
sale agent relations. The results indicated that when the sale agents are the agents of
small trademarks, the customer's expectation is important; however, the sale agents of
small trademarks have higher commitments and trust the manufacturers of small
trademarks with higher probability.

Yao et al.(2010) performed the locating of several distribution-allocation centers and solved
the issue of inventory with the aim of minimizing the total expected cost, determination of
the number and location of storehouses and demand allocation of them through mixed
integer nonlinear planning, approximation, conversion methods and repetitive innovative
method. They showed that this proposed method functions well in small scale. Awasthi et
al. (2011) studied the location of urban distribution centers with the aim of selection
of evaluation criteria of each location and at the end, selection of the best location for
implementation of a distribution center from the existing potential points and solved
this issue using fuzzy TOPSIS method. Barth (2014) evaluated the effect of
government's programs on the automobile market in automobile sale agents in
Germany. The main data of this study was a classified sample in annual financial
statements of 69 sale agents in Germany. In this study, the qualitative and quantitative
financial data were simultaneously used and the results showed that the combined
analysis of qualitative and quantitative data in samples will yield better results.
Moreover, the results showed that reduction of interest costs has been a completely
effective factor on the operation of automobile sale agents industry in Germany. Xiao
& Ju (2016) studied the effective factors on the structure of automobile agents in China.
The experimental results of their study showed that the decisions of manufacturer in
retail network depend on the number of sellers. Moreover, they specified under what
condition the manufacturers will select just one sale agent or several sale agents for their
brands. Gupta et al. (2016) investigated the issue of local trademark agent in sale agents
networks and showed that four features of being native, entrepreneurship, consultant
and compatibility are the main effective factors on the preferences of trademarks of sale
agents. Moreover, these findings indicated that there is a relation between preferring
trademark of sale agent and loyalty to trademark of sale agent which is beneficial for
business market management and could effectively improve this relation.

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