Wrigley’s is the world’s leading manufacturer of chewing gum, producing literally millions of packages of gum each day.  It is a large, financially strong company whose manufacturing technology for producing gum is state-of-the-art.  It sells its products to millions of gum-chewing consumers all over the United States and many other countries around the world.  Still, Wrigley’s has never attempted to sell its chewing gum directly to consumers, but instead uses a wide variety of intermediaries at the wholesale and retail levels.              Why do you suppose Wrigley has chosen to use intermediaries rather than sell directly to consumers?  Explain the underlying economics of the company’s policy.

Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
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Wrigley’s is the world’s leading manufacturer of chewing gum, producing literally millions of packages of gum each day.  It is a large, financially strong company whose manufacturing technology for producing gum is state-of-the-art.  It sells its products to millions of gum-chewing consumers all over the United States and many other countries around the world.  Still, Wrigley’s has never attempted to sell its chewing gum directly to consumers, but instead uses a wide variety of intermediaries at the wholesale and retail levels. 

            Why do you suppose Wrigley has chosen to use intermediaries rather than sell directly to consumers?  Explain the underlying economics of the company’s policy. 

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