Marketing Channels
International Edition
6th Edition
Published on 26. January 2001
Book
Paperback/Softback
590 pages
978-0-13-033842-6 (ISBN)
Description
For one-quarter/semester, senior/graduate-level courses in Distribution Channels, Marketing Channels, or Marketing Systems.
This best-selling text has a new look and a new author helping to keep this classic at the leading edge of Channels research. Using examples taken from all over the world, this text shows students how to design, develop, and maintain effective relationships among channel members to achieve sustainable competitive advantage by using both strategic and managerial frames of reference. It emphasizes strategies for planning, organizing, and controlling the alliances among the institutions, agencies, and in-house units that bring products and services to market. The text focuses on the way in which marketing channels can provide customer service-both for the end-users they serve and the organizations that comprise them.
This best-selling text has a new look and a new author helping to keep this classic at the leading edge of Channels research. Using examples taken from all over the world, this text shows students how to design, develop, and maintain effective relationships among channel members to achieve sustainable competitive advantage by using both strategic and managerial frames of reference. It emphasizes strategies for planning, organizing, and controlling the alliances among the institutions, agencies, and in-house units that bring products and services to market. The text focuses on the way in which marketing channels can provide customer service-both for the end-users they serve and the organizations that comprise them.
More details
Edition
6th edition
Language
English
Place of publication
United States
Publishing group
Pearson Education (US)
Target group
Professional and scholarly
Dimensions
Height: 177 mm
Width: 234 mm
Thickness: 22 mm
Weight
846 gr
ISBN-13
978-0-13-033842-6 (9780130338426)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Book
05/2008
7th Edition
Pearson
Unfortunately, price unknown
No shipping information available
Previous edition
Book
01/2001
6th Edition
Pearson
Unfortunately, price unknown
No shipping information available
Content
I. INTRODUCTION AND ANALYTIC FRAMEWORK FOR THE BOOK.
1. Marketing Channels: Structure and Functions.
2. An Analytic Framework for Channel Design and Implementation.
II. CHANNEL DESIGN: DEMAND, SUPPLY, AND COMPETITION.
3. Segmentation for Marketing Channel Design: Service Outputs.
4. Supply-Side Channel Analysis: Channel Flows and Efficiency Analysis.
5. Supply-Side Channel Analysis: Channel Structure and Membership Issues.
6. Gap Analysis.
7. Vertical Integration: Owning the Channel.
III. CHANNEL IMPLEMENTATION AND PERFORMANCE MEASUREMENT.
8. Channel Power: Getting It, Using It, Keeping It.
9. Managing Conflict to Increase Channel Coordination.
10. Channel Implementation Issues Regarding Distribution Intensity and Vertical Restraints.
11. Strategic Alliances in Distribution.
12. Legal Constraints on Marketing Channel Policies.
IV. CHANNEL INSTITUTIONS.
13. Retailing.
14. Non-Store Retailing and Electronic Channels.
15. Wholesaling.
16. Logistics and Supply Chain Management.
17. Franchising.
1. Marketing Channels: Structure and Functions.
2. An Analytic Framework for Channel Design and Implementation.
II. CHANNEL DESIGN: DEMAND, SUPPLY, AND COMPETITION.
3. Segmentation for Marketing Channel Design: Service Outputs.
4. Supply-Side Channel Analysis: Channel Flows and Efficiency Analysis.
5. Supply-Side Channel Analysis: Channel Structure and Membership Issues.
6. Gap Analysis.
7. Vertical Integration: Owning the Channel.
III. CHANNEL IMPLEMENTATION AND PERFORMANCE MEASUREMENT.
8. Channel Power: Getting It, Using It, Keeping It.
9. Managing Conflict to Increase Channel Coordination.
10. Channel Implementation Issues Regarding Distribution Intensity and Vertical Restraints.
11. Strategic Alliances in Distribution.
12. Legal Constraints on Marketing Channel Policies.
IV. CHANNEL INSTITUTIONS.
13. Retailing.
14. Non-Store Retailing and Electronic Channels.
15. Wholesaling.
16. Logistics and Supply Chain Management.
17. Franchising.