The phenomenon of distribution intensity has received little attention in academic research, particularly in its relation to the distribution of Fast Moving Consumer Goods (FMCG). This paper aimed at exploring distribution management practices that is appropriate for describing concept and theory related to product placement in the market. The paper uses either qualitative research method as phenomenology by using the philosophy of constructivism interpretation or grounded theory by philosophy of pragmatism interpretation. The data obtained to study the development in FMCG distribution management in term of channel group of traditional markets in Indonesia. The result identifies and describes that product placement concept pervades relations among: (1) the firm’s strategic policy; (2) numbers, types, and roles of salesperson; (3) the distribution level of product; and (4) the customers’ coverage expansion. Theoretically this paper proposes four typical of product placement strategies namely; trial, introduction, attacker, and leader. It might be argued that the findings of this study have constructively arranged the concept and theory of product placement as a form of its novelty. The result of the study contributes into the concept of “place” in marketing mix, along with the use of agency theory as an alternative perspective in marketing management research.

Purpose The purpose of this paper is twofold: detecting, describing and providing a detailed understanding on the essence of buyer responses on the channel capability in deciding new product purchase; and describing the effectiveness of new product innovation related to the channel capability. The new product innovation intended here is an outcome of the brand strategy created by the fast-moving consumer goods (FMCG) manufacturer. Design/methodology/approach This research applies qualitative method and uses grounded theory approach and pragmatism interpretation, which are focused on FMCG. The approach chosen in research is grounded theory and pragmatism, parallel to the previous phenomenology and constructivism approach; therefore, the main data for this study use transcript records of the results of in-depth interviews in the field of study. Findings The research showed the following results: the channel capability aspects (warehouse space, shelf space and customer coverage) are the essence of buyers’ responses; construction of business buyer behavior and economic mechanism; the effectiveness of new product innovation; and channel capabilities of selling products. Practical implications The results of this research have some implications: developing the concept of business buyer behavior in a new-task purchase situation; expanding the micro-economic system of trading sector; and expanding the concept of marketing mix strategy. Originality/value Some of the theoretical implications are the originality of this research paper; therefore, the constructs will be described theoretically in order to provide practical understanding in some contexts of business importance.

The concept of competency applied by the Bank Rakyat Indonesia Surakarta Unit has not been well realized in the field of credit card sales at Bank Rakyat Indonesia Surakarta. This is marked by the lack of knowledge about credit card products and its features. The purpose of this study is to analyze and describe the orientation of working smart, Quality Control System, Quality Training System can improve the competence of Bank Rakyat Indonesia Surakarta credit card sales force. The results of the study explain that, the sales force (sales) of Bank Rakyat Indonesia Surakarta. In carrying out their work using orientation works smart. The quality control system at Bank Rakyat Indonesia Surakarta is done by Atasa, who always requests a daily report (credit card customer data) that have been visited. Good quality sales training is the foundation of the success of Bank Rakyat Indonesia Surakarta. In providing salespeople understanding to know more about credit card features. Keywords: Smart Work Orientation, Quality Control System, Quality Training System