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- Title
Sales Variability in Service Stations.
- Authors
Miller, Richard A.
- Abstract
The fact that individual retail outlets differ substantially from one another in sales volume is not news to marketing executives. Yet static patterns for measuring retail success and failure continue in use. The author of this article demonstrates the extent of retail sales variations in the oil industry. He also shows evidence that the use of fixed sales ratios may lead to inaccuracies in appraisals of stations and managers, and to inefficient allocation of marketing expenditures.
- Subjects
NEW England; RETAIL industry; SERVICE stations; PETROLEUM industry; GASOLINE industry; MARKETING management; CORPORATE finance; SALES executives; INDUSTRIAL costs; CORPORATE accounting; SALES accounting; RESOURCE allocation; SALES management
- Publication
Journal of Marketing, 1965, Vol 29, Issue 2, p28
- ISSN
0022-2429
- Publication type
Article
- DOI
10.2307/1249258