Recently many academic researchers have become interested in the retailers as part of the distribution channel. Today retailers have grown so influential, that sometimes they take the functions of the wholesalers. The retailers constitute the road for manufacturers to the end market. Therefore, knowing retailers’ decision variables and assortment considerations is important for manufacturers when designing upon their marketing strategies. The study is conducted with focus on the Bulgarian office products retail industry. The purpose of the present research is to get a deeper understanding of retailers’ assortment criteria and analyze how the latter relates to market coverage strategy. Retailers’ assortment criteria concern decision variables such as profitability and sales, economic conditions, assortment considerations, consumer evaluation, marketing, supplier characteristics, competitive considerations, distributive factors, tactical considerations. The meaning underlying the assortment criteria is applied for arguing what market coverage strategy would best serve the Bulgarian retailers of office products. The research is performed employing qualitative method, in particular, in-depth semi- structured interviews providing the possibility for a broad discussion. The results of the study revealed some common patterns pertaining to four main inductive categories including product, brand positioning, promotion and distributor’s attributes. The patterns corresponding to the categories were further related to the market coverage strategy alternatives, namely, intensive, selective and exclusive coverage strategy. The results of the study showed that the nature of the product requires considerable effort from the distributors’ side to persuade the retailers to become customers who are aware of the products’ attributes. In other words, the nature of the office products calls for certain knowledge and skills that the retailers have to gain in order to be successful as traders to their own customers and that can be best achieved if selective coverage strategy is employed. Further, the results of the study reveal that manufacturers of office products that would like to position their brands on the high quality dimension should pursue highly selective distribution as this creates a superior product image. The results of the study also show that greater selectivity is suitable since it guarantees that the retailers’ requirements related to promotion are met. Last, the authors suggest that higher degrees of selectivity is the most appropriate way for a manufacturer to follow the performance of distributors and thus, to ensure that the desired by the retailers distributor’s attributes are present.

<p>Recently many academic researchers have become interested in the retailers as part of the distribution channel. Today retailers have grown so influential, that sometimes they take the functions of the wholesalers. The retailers constitute the road for manufacturers to the end market. Therefore, knowing retailers’ decision variables and assortment considerations is important for manufacturers when designing upon their marketing strategies. The study is conducted with focus on the Bulgarian office products retail industry. The purpose of the present research is to get a deeper understanding of retailers’ assortment criteria and analyze how the latter relates to market coverage strategy. Retailers’ assortment criteria concern decision variables such as profitability and sales, economic conditions, assortment considerations, consumer evaluation, marketing, supplier characteristics, competitive considerations, distributive factors, tactical considerations. The meaning underlying the assortment criteria is applied for arguing what market coverage strategy would best serve the Bulgarian retailers of office products. The research is performed employing qualitative method, in particular, in-depth semi- structured interviews providing the possibility for a broad discussion.</p><p>The results of the study revealed some common patterns pertaining to four main inductive categories including product, brand positioning, promotion and distributor’s attributes. The patterns corresponding to the categories were further related to the market coverage strategy alternatives, namely, intensive, selective and exclusive coverage strategy. The results of the study showed that the nature of the product requires considerable effort from the distributors’ side to persuade the retailers to become customers who are aware of the products’ attributes. In other words, the nature of the office products calls for certain knowledge and skills that the retailers have to gain in order to be successful as traders to their own customers and that can be best achieved if selective coverage strategy is employed. Further, the results of the study reveal that manufacturers of office products that would like to position their brands on the high quality dimension should pursue highly selective distribution as this creates a superior product image. The results of the study also show that greater selectivity is suitable since it guarantees that the retailers’ requirements related to promotion are met. Last, the authors suggest that higher degrees of selectivity is the most appropriate way for a manufacturer to follow the performance of distributors and thus, to ensure that the desired by the retailers distributor’s attributes are present.</p>

Papua New Guinea has the highest infant and maternal morbidity and mortality rates in the Western Pacific Regions and 50% of hospital admissions are from vaccine preventable diseases. About 85% of 6 million inhabitants live in rural PNG where basic services are lacking or non-existent. Difficulties such as lack of infrastructures like road network and communication, geographical barriers like big mountain ranges, large rivers and swamps, shortage of skilled health professionals and higher concentration of health workers in cities pose great challenges in delivering health services effectively across the country. Telehealth may play an important role in reaching health services to the underserved population in PNG. As part of this study, it is essential to assess the potential of telehealth to enhance the delivery of health services. Specifically, this research aims to report the knowledge, attitudes and skills towards information and communication technology of health care providers in PNG. The study used a cross sectional method of health professionals working at the time of the survey. It collected 174 questionnaires from four hospitals and used SPSS (version17.0) to analyse the data. The results showed that younger male physicians, paramedics, those with gadgets, higher educational qualifications and exposed to ICT resources possess better knowledge and skills than female, older age group and those without gadgets or under exposed to ICT. Currently, the health care professionals in general have leap frogged the technology by focusing on handheld devices such as cell phones rather than landlines. This represents scope for growth and willingness by health workers to adopt and expand telehealth in PNG.