‘In the best position to reap mutually beneficial results’: Sole-agency agreements and the distribution of consumer durables in inter-war Britain

Wong, Nicholas and Popp, Andrew (2018) ‘In the best position to reap mutually beneficial results’: Sole-agency agreements and the distribution of consumer durables in inter-war Britain. Business History, 60 (6). pp. 884-907. ISSN 0007-6791

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Abstract

This article uses a case-study approach to explore the use of exclusive sole-agency agreements in the distribution and retailing of specialty branded consumer durables in inter-war Britain, a neglected topic in the business history literature. Utilising an extensive correspondence between piano manufacturer Broadwood and Sons, and Liverpool-based musical instrument retailer Rushworth and Dreaper (with comparisons made with two smaller sets of manufacturer–retailer correspondence) we argue that the stability of a sole-agency agreement encouraged the emergence of a highly reciprocal and collaborative relationship that led to innovations in marketing, selling, branding and product development. We urge a reconsideration of the value and effect of sole-agency agreements.

Item Type:	Article
Uncontrolled Keywords:	Sole-agency agreements, pianos, consumer goods, retailing, inter-war Britain
Subjects:	N100 Business studies
Department:	Faculties > Business and Law > Newcastle Business School
Depositing User:	Becky Skoyles
Date Deposited:	16 Nov 2018 09:41
Last Modified:	19 Nov 2019 09:46
URI:	http://nrl.northumbria.ac.uk/id/eprint/36731

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