Marketing channels:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Englewood, NJ
Prentice Hall
1992
|
| Ausgabe: | 4. ed. |
| Schriftenreihe: | The Prentice Hall series in marketing
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Literaturangaben |
| Beschreibung: | XVI, 621 S. graph. Darst. |
| ISBN: | 0135537363 |
Internformat
MARC
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| 100 | 1 | |a Stern, Louis W. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Marketing channels |c Louis W. Stern ; Adel I. El-Ansary |
| 250 | |a 4. ed. | ||
| 264 | 1 | |a Englewood, NJ |b Prentice Hall |c 1992 | |
| 300 | |a XVI, 621 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
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| 490 | 0 | |a The Prentice Hall series in marketing | |
| 500 | |a Literaturangaben | ||
| 650 | 4 | |a Canales de comercialización | |
| 650 | 7 | |a Circuits de distribution |2 ram | |
| 650 | 7 | |a Distributiekanalen |2 gtt | |
| 650 | 7 | |a Marketing |2 ram | |
| 650 | 4 | |a Marketing channels | |
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Datensatz im Suchindex
| _version_ | 1804121752046927872 |
|---|---|
| adam_text | CONTENTS
PREFACE xiii
PART ONE THE EMERGENCE OF MARKETING CHANNELS
Chapter One
MARKETING CHANNELS:
STRUCTURE, FUNCTIONS, AND PARTNERSHIPS 1
The Emergence of Marketing Channel Structures 3
Functions and Flows in Marketing Channels 9
Analyzing Marketing Channel Structures 14
Channel Management, Partnerships, and Competition 29
Approach of the Text 35
Organization of the Text 35
PARTTWO COMPONENTS OF MARKETING CHANNELS
Choprer Two
RETAILING:
STRATEGY, STRUQURE, OPERATIONS, AND TRENDS 42
Structional Dimensions of Retailing 42
v The Strategie and Operational Dimensions of Retail Institutions 43
Contents
r
I Trading Area Measurement and Evaluation 53
Selecting a Specific Site 54
I Critical Developments in Retailing 56
Demographic Factors Facing Retailers 91
Summary and Conclusions 93
Appendix 2A
Evaluative Procedures (Choice Strategies) Used by Retail Buyers 96
Appendix 2B
A Glossary of Pricing and Buying Terms Commonly Used by Retailers 101
Appendix 2C
Merchandise Planning Control 103
Chapter Three
WHOLESALING:
STRUCTURE, STRATEGY, OPERATIONS, AND TRENDS 106
Wholesaling Defined 106
Rationale for the Emergence of Modern Wholesalers 107
The Myths and Reality of Wholesalers 109
The Structure of Wholesaling 109
Channel Management Issues in Using Wholesalers 116
Selecting and Using Wholesalers 117
A Hard Nosed Assessment 125
Future Trends and Strategies in Wholesaling 136
Summary and Conclusions 138
Appendix 3A
Participation in the Marketing Flows by Different Types of Wholesalers 139
Appendix 3B
The 12 Core Strategies in Wholesaling That Are Transforming the Structure
~ of Distribution 143
Chapter Four
! PHYSICAL DISTRIBUTION:
; STRUQURE AND STRATEGY 149
! j The Significance of Physical Distribution 150
Implications for Physical Distribution Management 154
The Physical Distribution Concept: A Total System Perspective 155
Return on Investment Focus 158
i
Contents ix
/ I Customer^Service Standards 159
| Transportation Decisions 162
/ Warehousing Decisions 165
/ Storage in Transit 169
Determining the Number and Location of Warehouse Facilities 169
j Third Party Logistics—An Alternative Distribution Channel 170
J Inventory Management and Control 171
] Controlling Stockouts 177
Production Control and Materials Requirement Planning 177 5/1 ?
Order Processing and Related Information System Flows 182 ^ /l^3
j A Strategic Planning Process for Physical Distribution System °
j Design and Management 184
J Distribution Strategy Revision 184
1 Summary and Conclusions 188
Appendix 4A
! Legal Forms of Transport, Transportation Agencies,
i and Coordinated Systems 191
i Appendix 4B
Continuous—Review Reorder—Point Models 194
PART THREE CHANNEL MANAGEMENT: PLANNING. COORDINATING,
ORGANIZING, AND CONTROLLING
, Chapter Five
CHANNEL PLANNING:
DESIGNING CHANNEL SYSTEMS 203
A Blueprint for Designing Marketing Channels 205
Coverage and Support Issues 227
Choosing Channel Partners 235 , — o £5»e=.b s. .s.%
Compensation As an Element of Channel Design 235
i Summary and Conclusions 244
Appendix 5A
Rexnord Corporation Distributor Policy 246
Appendix 5B
Distributor Sales Agreement for Rexnord Mechanical Power Division 255
Appendix 5C
Square D and Its Distributors: A Discussion of Policy and Procedure 259
Contents
f Chapter Six
j MANAGING MARKETING CHANNELS 267
I Mechanisms for Achieving Coordination and Cooperation 268
Bases of Power 273
j Combining the Power Bases 283
I Scope and Significance of the Use of Power 284
The Relationship Between Dependence and Conflict 287
Conflict Over Role Performance 288
Causes of Channel Conflict 289
Population Issues 292
Division of Labor Issues 295
Technology Issues 295
Pathological Conflicts 299
Effective Conflict Management 300
The Need for Channel Leadership 309
Summary and Conclusions 312
| Appendix 6A
Questionnaire Items Used to Measure Channel Conflict 315 ^
r~ Chapter Seven
ORGANIZATIONAL PATTERNS
IN MARKETING CHANNELS 318
Vertical Marketing Systems Defined 322
Conventional Marketing Channels 325 , f 1, ^
Vertical Marketing Systems 330
Voluntary and Cooperative Groups 337
Franchise Systems 342
^summary and Conclusions 365
I Appendix 7A
, Selected Concessions Available to Suppliers Seeking to Gain Reseller
i Support of Their Marketing Programs 368
Appendix 7B
j Common Industrial Channel Offerings, Categorized by Distributor
II Requirements 370
Appendix 7C
IBM s View of Channel Value Added Elements 371
Appendix 7D
The 7 ELEVEN® Store Franchise 372
Contents Xi
Chapter Eighf
LEGAL CONSTRAINTS ON THE INTERORGANIZATION MANAGEMENT
OF MARKETING CHANNELS 376
Legal Limitations on the Use of Coercive Power 378
Legal Limitations of the Use of Reward Power 398
Legal Limitations Regarding Vertical Integration 409
The Debate Over Vertical Restraints 414
Summary and Conclusions 416
Chapter Nine
CHANNEL MANAGEMENT BY CHANNEL PARTICIPANTS 419
( Channel Management by Manufacturers 420
Channel Management by Wholesalers 423
J Channel Management by Retailers 427
Channel Management by Physical Distribution Agencies 432
Joint Channel Management Through Partnerships 434
Who Should Lead the Channel? 436
Summary and Conclusions 437
Appendix 9A
Behavioral Models of Channel Coordination and Leadership 439
Appendix 9B
Who Should Lead the Channel? A Case Study in the Office Furniture
Industry 460
Chapter Ten
CHANNEL COMMUNICATION AND INFORMATION SYSTEMS 465
Rudiments of Channel Communications 465
Channel Communication Strategy 470
f Information and Communication Technology—
Toward Electronic Marketing Channels 472
The Sales Force as an Information Source
in Marketing Channels 476
Channel Flows and Channel Communication 480
Summary and Conclusions 490
. Chapter Eleven
1 ASSESSING MARKETING CHANNEL PERFORMANCE 494
I Gauging the Societal Contributions of Distribution 496 ,^ °
Assessing Channel Performance from a Managerial Perspective 498
Xii Contents
Channel Performance from a Micro Perspective 526
Summary and Conclusions 528
Appendix HA
A Case Study of Channel Environment, Structure, and Policy Audit:
Simpson Timber s Columbia Door Division 530
PART FOUR, CHANNEL MANAGEMENT IN OTHER CONTEXTS
Chapter Twelve
INTERNATIONAL MARKETING CHANNELS 535
Interorganizational Perspective of Alternative Forms
of International Expansion 539
Designing International Distribution Strategy 545
Wholesale Linkages to Foreign Markets 547
Retailing in International Markets 554
International Marketing Channels for Countertrade 559
Problems in Establishing and Managing International Marketing Channels 561
International Physical Distribution 563
International Sourcing 567
Summary and Conclusions 568
Chapter Thirteen
MARKETING CHANNELS FOR SERVICES 571
Channel Configurations 571
Channel Management 576
i Applying Channel Concepts to Services: Five Examples 580
ISummary and Conclusions 599
)
INDEX 601
Name 601
Subject 60
|
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| spelling | Stern, Louis W. Verfasser aut Marketing channels Louis W. Stern ; Adel I. El-Ansary 4. ed. Englewood, NJ Prentice Hall 1992 XVI, 621 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier The Prentice Hall series in marketing Literaturangaben Canales de comercialización Circuits de distribution ram Distributiekanalen gtt Marketing ram Marketing channels Marketing (DE-588)4037589-4 gnd rswk-swf Absatzweg (DE-588)4112445-5 gnd rswk-swf Vertriebsorganisation (DE-588)4078869-6 gnd rswk-swf Vertriebsorganisation (DE-588)4078869-6 s DE-604 Absatzweg (DE-588)4112445-5 s Marketing (DE-588)4037589-4 s 1\p DE-604 Ansary, Adel I. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=004853153&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Stern, Louis W. Ansary, Adel I. Marketing channels Canales de comercialización Circuits de distribution ram Distributiekanalen gtt Marketing ram Marketing channels Marketing (DE-588)4037589-4 gnd Absatzweg (DE-588)4112445-5 gnd Vertriebsorganisation (DE-588)4078869-6 gnd |
| subject_GND | (DE-588)4037589-4 (DE-588)4112445-5 (DE-588)4078869-6 |
| title | Marketing channels |
| title_auth | Marketing channels |
| title_exact_search | Marketing channels |
| title_full | Marketing channels Louis W. Stern ; Adel I. El-Ansary |
| title_fullStr | Marketing channels Louis W. Stern ; Adel I. El-Ansary |
| title_full_unstemmed | Marketing channels Louis W. Stern ; Adel I. El-Ansary |
| title_short | Marketing channels |
| title_sort | marketing channels |
| topic | Canales de comercialización Circuits de distribution ram Distributiekanalen gtt Marketing ram Marketing channels Marketing (DE-588)4037589-4 gnd Absatzweg (DE-588)4112445-5 gnd Vertriebsorganisation (DE-588)4078869-6 gnd |
| topic_facet | Canales de comercialización Circuits de distribution Distributiekanalen Marketing Marketing channels Absatzweg Vertriebsorganisation |
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