Nestlé shifted trade spending away from pay-for-performance because retailers would not cooperate with the program.
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Q37: The objectives of trade allowances for retailers
Q38: Slotting allowances are a mechanism used by
Q39: A manufacturer's objective for using trade-oriented sales
Q40: Bill-back allowances are for retailers who feature
Q41: As with off-invoice allowance promotion,account-specific marketing directs
Q43: Diverting occurs when products intended for foreign
Q44: Most retailers acknowledge that they have engaged
Q45: Off-invoice allowances often induce retailers to stockpile
Q46: It is difficult for small manufacturers to
Q47: Pay-for-performance programs reward the retailer for buying
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