Strategic marketing channel management:
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York u.a.
McGraw-Hill
1992
|
| Edition: | Internat. ed. |
| Series: | McGraw-Hill series in marketing
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XIX, 488 S. graph. Darst. |
| ISBN: | 0070067570 |
Staff View
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| 245 | 1 | 0 | |a Strategic marketing channel management |c Donald J. Bowersox ; M. Bixby Cooper |
| 250 | |a Internat. ed. | ||
| 264 | 1 | |a New York u.a. |b McGraw-Hill |c 1992 | |
| 300 | |a XIX, 488 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
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| 650 | 4 | |a Distribution (Économie politique) | |
| 650 | 4 | |a Logistique (Organisation) | |
| 650 | 7 | |a Marketing |2 gtt | |
| 650 | 7 | |a Strategisch management |2 gtt | |
| 650 | 4 | |a Business logistics | |
| 650 | 4 | |a Marketing channels |x Management | |
| 650 | 4 | |a Physical distribution of goods | |
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Record in the Search Index
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| adam_text | CONTENTS
PREFACE xvii
PART 1 THE SCOPE OF MARKETING AND DISTRIBUTION CHANNELS
1 Marketing Channels 3
REALITIES AND CONTRADICTIONS 4
Awareness 6
Visibility 9
Multiple Engagements 10
Involvement 11
Acceptance 13
Cooperation and Conflict 14
WHY BUSINESSES SEEK CHANNEL ARRANGEMENTS 14
Functional Performance 15
Reduced Complexity 18
Specialization 20
ORDER OF PRESENTATION 22
Channel Planning 23
Implementation 25
QUESTIONS 26
2 Primary Participants 28
MANUFACTURE*© 29
Manufacturing Structure 30
Key^lanagement Issues 33
Emerging Manufacturing Strategies 37
Conclusion: Manufacturing 39
WHOLESALING 40
Wholesale Structure 40
ix
X CONTENTS
Key Management Issues 44
Emerging Wholesale Strategies 44
Conclusion: Wholesaling 45
RETAILING / / 46
Retail Structure7 46
Key Management Issues 46
Emerging ftetail Strategies 49
Conclusfpri: Retailing 52
SUMMARY / 52
QUESTlOfJS 53
3 Specialized Participants 55
CHANGING NATURE OF SPECIALIZED SERVICE PROVIDERS 56
Economic Justification 57
Risk Involvement 58
Concentration and Alliances 59
Service Specialist Leadership 60
Conclusion: Specialized Service Providers 62
, CLASSIFICATION OF SPECIALIZED SERVICE PROVIDERS 62
Functional Specialist 62
Support Specialist 63
functionXl service providers 63
Transportation / 63
Warehousing / 68
Assembly / 69
Fulfillme / 70
Sequencing 71
Mercymndi^ng 72
ConclusionNFunctional Service Providers 73
SUPPORT SERVICE PROVIDERS 74
Financial 74
Information 75
Advertising 76
Insurance 76
Advisory/Research 76
Arrangers 77
Conclusion: Support Service Providers 79
EXTENSION OF CHANNEL PARTICIPANTS 79
Integrated Service Providers 79
Consumers as Channel Participants 80
SUMMARY 82
QUESTIONS 83
4 Channel Structure 85
EMERGENCE OF DISTRIBUTION CHANNELS 87
Direct Distribution 87
Direct Distribution versus Central Marketplace 87
Multistage Distribution 89
A THEORY OF DISTRIBUTION PROCESSES 90
Sorting 90
Spatial Closure 92
Temporal Closure 95
COMPLEX DISTRIBUTION ARRANGEMENTS 96
Structural Separation 96
Postponement 99
STRUCTURAL CLASSIFICATION 102
Single Transaction Channels 102
Conventional Channels 103
Vertical Marketing Systems 104
Conclusion: Channel Classification 107
SUMMARY 107
QUESTIONS 108
Cases for Part 1
1 1 GILLETTE SEJ^Dft^N lNTERNATIONAL LAUNCH 110
1 2 A TALE OF TWCHK/HOLESALERS 118
1 3 RUNDEL S DEPARTMENT^STORE 124
1 4 CSX—A CHANNEL^tff^TNER IN TROUBLE 129
1 5 SIMPLESSE—GOI^TO MARKET WITH A FAT SUBSTITUTE 135
PART 2 CHANNEL STRATEGY AND DESIGN
5 Enterprise Positioning 143
CORPORATE STRATEGY 145
Strategic Alternatives 145
Mission Statement 147
Objectives 148
CUSTOMER ANALYSIS 148
Defining The Market 148
Market Segmentation 150
COMPETITIVE ANALYSIS 150
Industry Structure 150
Identification and Assessment of Competitors 152
Xii CONTENTS
INTERNAL ANALYSIS 152
Performance Analysis 153
Functional Strengths and Weaknesses 153
ENVIRONMENTAL ANAJ^SIS 153
Sociocultura tnvironment 154
Technological Environment 155
Economic Environment 155
Legdf Environment 156
CHANNEL OBJECTIVES 165
Market Coverage and Distribution Intensity 165
Channel Control 166
Flexibility 166
SUMMARY 167
QUESTIONS 167
6 Marketing Design 169
CUSTOMER ANALYSIS 170
Market Segmentation 170
Customers Buying Behavior 172
PRODUCT IMPACT ON MARKETING CHANNEL DESIGN 176
Product Attributes 177
New Product Development 178
Product Life Cycle 179
Brand Strategies 180
PROMOTION IMPACT ON MARKETING DESIGN 181
Push versus Pull Strategy 182
Advertising 182
Sales Promotions 184
Personal Selling, 186
PRICE IMPACT ON MARKETING DESIGN 187
List Price./ 187
Discounp 188
Transrortation Charges 190
PrioffChanges 191
SUMMARY 191
QUESTIONS 192
7 Logistics Design 194
THE LOGISTICS MANAGEMENT PROCESS 195
Value Adding Process 198
Boundary Spanning 201
ESTABLISHING SERVICE GOALS 203
Basic Customer Service Measurements 204
Zero Defects 209
Selective Service Segmentation 211
INTEGRATED LOGISTICS PERFORMANCE 212
Total Cost Analysis 212
Cost Sen/ice Sensitivity Analysis 218
SUMMARY 221
QUESTIONS 222
8 Planning and Analysis Framework 224
TRANSACTION c/ST ANALYSIS 225
Human^actors 227
Environmental Factors 227
Conclusion: Transaction Cost Analysis 229
ANALYTICAL TOOLS FOR EVALUATING ALTERNATIVE STRUCTURES 230
Key Factor Scoring 230
Profitability Analysis 233
: Mathematical and Simulation Techniques 237
EVALUATION OF CHANNEL MEMBERS 239
Manufacturer s Evaluation of Intermediaries 239
Supplier Evaluation by Intermediaries 240
CHANNEL MODIFICATION 242
Stimulus for Modification 242
Modification Strategies 243
MULTIPLE CHANNELS 244
SUMMARY 244
QUESTIONS 245
Cases for Part 2 247
2 1 W G P CHE^/MC^L COMPANY 247
2 2 SEARS: A GW(NT IN TRANSITION 252
2 3 BASKIN ROBBIN^sf FLAVORS—MANAGING
COOPERATIVE ADVERTISING 265
2 4 HAPPY GROV% DAIRY 271
2 5 WILLIAMS INST TUTIONAL FOOD COMPANY 276
/
PART 3 CHANNEL DEVELOPMENT AND MANAGEMENT
9 Negotiation 285
NEGOTIATION IN MARKETING 286
Negotiation Process 287
Negotiation Framework 287
Conclusion: Negotiation in Marketing 290
Xiv CONTENTS
NEGOTIATION STRATEGY 290
Scope of Channel Negotiation 290
Prerequisites for Negotiation 291
POWER IN NEGOTIATION 292
Power Dependence Relationships 292
Sources of Power 294
Conclusion: Channel Power 297
CHANNEL NEGOTIATION PROCESS 298
Transaction Negotiation 298
Operational Negotiation 301
Conclusion: Negotiation Process 303
SUMMARY 303
QUESTIONS 304
10 Channel Management 305
LEADERSHIP 306
Tolerance to Follow 306
The Leadership Process 307
Example of Channel Leadership 308
VERTICAL MARKETING SYSTEM 308
The Business Rational for VMS 309
VMS Principles 311
Creating a Successful VMS 313
Reasons Why VMS Arrangements Fail 316
Integrating a VMS Arrangement: Electronic Linkage 321
CONFLICT 323
Types of Conflict 324
Conflict Defined 325
Causes of Conflict 326
Results of Conflict 330
Conflict Resolution 332
SUMMARY 336
QUESTIONS 337
11 Performance Measurement 339
A MACRO PERSPECTIVE OF CHANNEL PERFORMANCE 340
Macro Objectives 340
Macro Efficiency 34 ¦)
MEASURING FINANCIAL PERFORMANCE 342
Segment Definition 343
Revenue and Cost Analysis 344
Strategic Profit Model 350
MEASURING CUSTOMER SATISFACTION 355
Satisfaction and Service Quality 356
Methodology 359
SUMMARY 362
QUESTIONS 362
Cases for Part^3 364
3 1 P G MjjCTS WAL MART 364
3 2 OAKVILfc6 MALL 370
3 3 SOUTH BOJJtfNG COMPANY 374
3 4 ACE BROKERAGE COMPANY 378
3 5 THE FORMATION OF A STRATEGIC ALLIANCE 382
PART 4 EXPANDED CHANNEL PERSPECTIVES
12 Channel Dynamics 389
DAWNING OF THE INFORMATION AGE 390
Information Technology 390
Competing in Time 393
Organizational Structure Impact 394
CHANNEL CHANGE 397
The Economics of Differentiation 397
Explanations of Channel Change 398
Channel Change Model Limitations 402
MANAGEMENT OF CHANNEL CHANGE 404
Institutionalizing Process 404
Role of the Change Agent 405
Characteristics of Successful Change Agents 405
SUMMARY 407
QUESTIONS 408
13 International and Service Channels 409
INTERNATIONAL DISTRIBUTION CHANNELS 410
z Expo» 410
Exp/rt Documentation 414
Channels a/Distribution within Foreign Countries 415
International Logistics 417
Evaluation of International Channel Alternatives 418
i Countertrade 419
CHANNELS OF DISTRIBUTION FOR SERVICES 420
Characteristics of Services 420
Classification of Services 421
XVi CONTENTS
SUMMARY 426
QUESTIONS 426
14 Future Distribution Arrangements 428
.CHANNEL MANAGEMENT—A SYNTHESIS 429
UniversaTFoundation of Channel Systems 429
THE NEED FOR DISTRIBUTION INNOVATION 432
Invention versus Innovation 433
The Productivity Gap 433
INNOVATIVE DISTRIBUTION IDEAS: FACT OR FICTION? 433
Speeding Autos to Market 433
Home Delivery of Food 435
Applianceless Dealers 436
Purchasing Corporations 437
CONCLUDING STATEMENT 438
Cases for Part 4
4 1 IKEA NORTH AMERICA* THE VIKINGS REDISCOVER AMERICA 439
4 2 1 800 Fy«A TES 448
4 3 THlf^ECALL^QF PERRIER BRANI^BOTTLED WATER 452
4 4 THIRD WORLD INSTITUTlON^tflLDING: THE CALI EXPERIMENT 460
4 5 HERSHpYGOES HOME 467
INDEX 477
|
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| dewey-full | 658.8/4 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/4 |
| dewey-search | 658.8/4 |
| dewey-sort | 3658.8 14 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | Internat. ed. |
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| indexdate | 2024-07-09T17:17:25Z |
| institution | BVB |
| isbn | 0070067570 |
| language | English |
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| spelling | Bowersox, Donald J. 1932-2011 Verfasser (DE-588)1011915049 aut Strategic marketing channel management Donald J. Bowersox ; M. Bixby Cooper Internat. ed. New York u.a. McGraw-Hill 1992 XIX, 488 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier McGraw-Hill series in marketing Circuits de distribution - Gestion Distributiekanalen gtt Distribution (Économie politique) Logistique (Organisation) Marketing gtt Strategisch management gtt Business logistics Marketing channels Management Physical distribution of goods Vertikales Marketing (DE-588)4206781-9 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf Marketing (DE-588)4037589-4 s DE-604 Vertikales Marketing (DE-588)4206781-9 s DE-188 Cooper, M. B. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=005460076&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Bowersox, Donald J. 1932-2011 Cooper, M. B. Strategic marketing channel management Circuits de distribution - Gestion Distributiekanalen gtt Distribution (Économie politique) Logistique (Organisation) Marketing gtt Strategisch management gtt Business logistics Marketing channels Management Physical distribution of goods Vertikales Marketing (DE-588)4206781-9 gnd Marketing (DE-588)4037589-4 gnd |
| subject_GND | (DE-588)4206781-9 (DE-588)4037589-4 |
| title | Strategic marketing channel management |
| title_auth | Strategic marketing channel management |
| title_exact_search | Strategic marketing channel management |
| title_full | Strategic marketing channel management Donald J. Bowersox ; M. Bixby Cooper |
| title_fullStr | Strategic marketing channel management Donald J. Bowersox ; M. Bixby Cooper |
| title_full_unstemmed | Strategic marketing channel management Donald J. Bowersox ; M. Bixby Cooper |
| title_short | Strategic marketing channel management |
| title_sort | strategic marketing channel management |
| topic | Circuits de distribution - Gestion Distributiekanalen gtt Distribution (Économie politique) Logistique (Organisation) Marketing gtt Strategisch management gtt Business logistics Marketing channels Management Physical distribution of goods Vertikales Marketing (DE-588)4206781-9 gnd Marketing (DE-588)4037589-4 gnd |
| topic_facet | Circuits de distribution - Gestion Distributiekanalen Distribution (Économie politique) Logistique (Organisation) Marketing Strategisch management Business logistics Marketing channels Management Physical distribution of goods Vertikales Marketing |
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