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New Small Technically-Based Firms and Industrial Distributors

Mrs. S. M. Hill at the time of carrying out this research was a research assistant at Templeton College, Oxford, England, financed by a Leverhulme Trust Research Grant. Dr. K. J. Blois is a Fellow of Templeton College, Oxford, England. It has been established that a lack of marketing skills is a common cause of failure amongst new small technically-based firms. The activities of industrial distributors include many functions vital to successful marketing such as maintaining close customer contact. It would, therefore, appear that industrial distributors could play a role complementary to this type of small firm. However, the initial findings of this research indicate that such complementarity rarely exists.