Marketing channel development and management:
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Westport, Conn. u.a.
Quorum Books
1992
|
| Edition: | 1. publ. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XIV, 280 S. |
| ISBN: | 0899307809 |
Staff View
MARC
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Record in the Search Index
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| adam_text | Contents
TABLES xi
FOREWORD by Ray A. Goldberg xiii
PREFACE xv
INTRODUCTION xvii
Parti
Physical Elements of Marketing Channel Development
Structure
Chapter 1
Marketing Channel Overview 3
Chapter 2
Marketing Channel Participants and Their Functions 15
Chapter 3
Marketing Channel Structure 31
Chapter 4
Channel Participants and Physical Distribution 43
Chapter 5
Market Characteristics and Channel Management 55
x Contents
Part II
Product and Market Management Actions and Options
Chapter 6
Organizing to Manage the Marketing Channel 77
Chapter 7
Responsibility Effectiveness without Authority 89
Chapter 8
Working with Sales and Marketing Statistics 101
Chapter 9
Forecasting Sales and Market Share 119
Chapter 10
Managing Products/Managing Markets 143
Chapter 11
Managing Pricing Issues 173
Chapter 12
Creating and Managing Marketing Programs 187
Chapter 13
Legal Issues in Channel Management 217
Chapter 14
The Marketing Channel Planning Process 229
Chapter 15
Competitive Analysis 253
ANNOTATED BIBLIOGRAPHY 267
INDEX 273
Tables
1.1 Motivational Considerations for Channel Members 11
2.1 The Value of Marketing Services 18
2.2 Wholesaler s Services to Marketers and Retailers 21
3.1 Channel Structure Components 32
3.2 User Impact on Channel Structure Length 38
4.1 Services Required in Physical Distribution 44
4.2 Physical Distribution Planning Checklist 49
5.1 Exclusive, Selective, and Inclusive Profiles 66
5.2 Selective versus Inclusive Channel Profiles 69
6.1 Elements of Competitive Price Reporting 85
8.1 Five Year Sales for Product A 108
8.2 Gross Sales versus Net Sales Calculations 111
8.3 Net Profit Calculations 114
9.1 Market Share Comparisons, Product Category A 140
10.1 Marketing Channel Objectives Reference 156
14.1 Profit Plan Preparation 250
15.1 Competitive Share Trend Table 264
|
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| id | DE-604.BV008151139 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-09T17:15:24Z |
| institution | BVB |
| isbn | 0899307809 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-005378714 |
| oclc_num | 25787211 |
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| physical | XIV, 280 S. |
| publishDate | 1992 |
| publishDateSearch | 1992 |
| publishDateSort | 1992 |
| publisher | Quorum Books |
| record_format | marc |
| spelling | MacCalley, Russell W. Verfasser aut Marketing channel development and management Russell W. McCalley 1. publ. Westport, Conn. u.a. Quorum Books 1992 XIV, 280 S. txt rdacontent n rdamedia nc rdacarrier Marketing channels Marketing Management Marketingmanagement (DE-588)4168907-0 gnd rswk-swf Absatzweg (DE-588)4112445-5 gnd rswk-swf Absatzweg (DE-588)4112445-5 s DE-188 Marketingmanagement (DE-588)4168907-0 s HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=005378714&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | MacCalley, Russell W. Marketing channel development and management Marketing channels Marketing Management Marketingmanagement (DE-588)4168907-0 gnd Absatzweg (DE-588)4112445-5 gnd |
| subject_GND | (DE-588)4168907-0 (DE-588)4112445-5 |
| title | Marketing channel development and management |
| title_auth | Marketing channel development and management |
| title_exact_search | Marketing channel development and management |
| title_full | Marketing channel development and management Russell W. McCalley |
| title_fullStr | Marketing channel development and management Russell W. McCalley |
| title_full_unstemmed | Marketing channel development and management Russell W. McCalley |
| title_short | Marketing channel development and management |
| title_sort | marketing channel development and management |
| topic | Marketing channels Marketing Management Marketingmanagement (DE-588)4168907-0 gnd Absatzweg (DE-588)4112445-5 gnd |
| topic_facet | Marketing channels Marketing Management Marketingmanagement Absatzweg |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=005378714&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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