Marketing channels:
Gespeichert in:
| Vorheriger Titel: | Stern, Louis W. Marketing channels |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Upper Saddle River, NJ
Prentice Hall
2001
|
| Ausgabe: | 6. ed. |
| Schriftenreihe: | The Prentice Hall international series in marketing
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Frühere Aufl. u. d. T.: Stern, Louis W.: Marketing channels |
| Beschreibung: | XVIII, 590 S. graph. Darst. |
| ISBN: | 0130127728 |
Internformat
MARC
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Datensatz im Suchindex
| _version_ | 1804128397479116800 |
|---|---|
| adam_text | Brief Contents
Preface xv
¦T PART ONE
INTRODUCTION AND ANALYTIC
FRAMEWORK FOR THE BOOK
I Marketing Channels: Structure and Functions 1
~i An Analytic Framework for Channel Design and
Implementation 29
¦i PART TWO
CHANNEL DESIGN: DEMAND, SUPPLY,
AND COMPETITION
~ Segmentation for Marketing Channel Design:
Service Outputs 43
/ Supply Side Channel Analysis: Channel Flows
and Efficiency Analysis 77
» Supply Side Channel Analysis: Channel Structure
and Membership Issues 109
( ) Gap Analysis 129
/ Vertical Integration: Owning the Channel 159
vii
¦1 PART TWO
CHANNEL DESIGN: DEMAND, SUPPLY,
AND COMPETITION
• ) Segmentation for Marketing Channel Design:
Service Outputs 43
End User Channel Preferences 44
Service Outputs 58
Trends in End User Preferences 61
Segmenting the Market by Service Output Demands 64
Meeting Service Output Demands 68
The Role of Service Output Demand Analysis in Marketing
Channel Design 70
Appendix 3.1 The Service Output Demands Template:
A Tool for Analysis 72
i Supply Side Channel Analysis: Channel Flows
and Efficiency Analysis 77
Channel Flows Defined 88
Describing the Current Channel with the Efficiency Template 92
Using Channel Flow Concepts to Design a Zero Based Channel 97
Matching Normative and Actual Profit Shares: The Equity Principle 97
Summary 99
Appendix 4.1 The Efficiency Template: A Tool for Analysis 101
Supply Side Channel Analysis: Channel Structure
and Membership Issues 109
Who Should Be in the Channel? 110
How Many Channel Members Should There Be at a Given Level of the
Channel? 120
A Single Channel or Dual Distribution? 121
Summary: Optimal Channel Structure as an Element of the Zero Based
Channel Strategy 124
The Impact of Structural Decisions on Channel Coordination 125
Gap Analysis 129
Sources and Types of Channel (Japs 130
Closing Channel Gaps 150
Pulling It Together: The Gap Analysis Template 153
CONTENTS Xi
/ Vertical Integration: Owning the Channel 159
The Costs and Benefits of Vertical Integration in Marketing Channels 163
Deciding When to Vertically Integrate Forward:
An Economic Framework 167
Vertical Integration Forward When Competition Is Low 173
Vertical Integration to Cope with Environmental Uncertainty 185
Vertical Integration to Reduce Performance Ambiguity 187
Summary of the Decision Framework 190
Vertical Integration as a Classroom or as an Option 192
Summary 194
PART THREE
¦CHANNEL IMPLEMENTATION
AND PERFORMANCE MEASUREMENT
O Channel Power: Getting It, Using It, Keeping It 199
The Nature of Power 200
Power as the Mirror Image of Dependence 203
Five Sources of Power 206
The Balance of Power 218
Exercising Power: Influence Strategies 226
Summary 230
y) Managing Conflict to Increase Channel Coordination 2.36
Assessing the Degree and Nature of Channel Conflict 237
The Consequences of Conflict 240
Major Sources of Conflict in Marketing Channels 246
Clash of Market Domains 251
Fueling Conflict 262
Conflict Resolution Strategies: HowThev Drive Conflict and Shapc
Channel Performance 265
Summary 272
/ / Channel Implementation Issues Regarding
Distribution Intensity and Vertical Restraints 277
Coverage versus Assortiment: Framing the Decisions of Upstream
and Downstream Channel Members 279
CONTENTS
Striking a Deal: How Much Selectivity to Trade Away 286
Bargaining for Influence over Channel Members 292
Back to the Basics: Cutting Costs and Raising Sales 303
Stimulating the Benefits of Selectivity While Maintaining
Intensive Coverage 306
Vertical Restraints: Is This Anticompetitive Behavior? 308
Summary 310
I I Strategic Alliances in Distribution 315
Strategic Alliances: Their Nature and the Motives for Creating Them 316
Building Commitment by Creating Mutual Vulnerability 322
Building Commitment by the Management of Daily Interactions 333
Moving a Transaction Through Stages of Development to Reach
Alliance Status 338
Putting It All Together: What It Takes and When It Pays to Create
a Marketing Channel Alliance 342
J _, Legal Constraints on Marketing Channel Policies 347
Market Coverage Policies 348
Customer Coverage Policies 352
Pricing Policies 353
Product Line Policies 367
Selection and Termination Policies 376
Ownership Policies 378
Summary 382
¦t PART FOUR
CHANNEL INSTITUTIONS
Retailing 389
Retailing Defined 390
Choosing a Retail Positioning Strategy 390
Strategic Issues in Retailing 405
Summary 425
Appendix 13. J A Glossary of Pricing and Buying Terms Commonly Used
bv Retailers 427
Appendix 13.2 Merchandise Planning and Control 430
Merchandise Budgeting 430
Planned Reductions 431
CONTENTS XJii
I 4 Nonstore Retailing and Electronic Channels 436
Nonstore Retailing 437
Electronic Channels 447
Summary 469
I O Wholesaling 475
An Overview of the Wholesaling Sector 476
What the Independent Wholesale Sector Offers:
The Essential Tasks 480
Innovative Ways to Deliver Value in Wholesaling 483
Voluntary and Cooperative Groups 487
Consolidation 491
The Future of Wholesaler Distributors 493
A Sketch of Vertical Integration and of Agents in Wholesaling 497
Summary 499
I O Logistics and Supply Chain Management 503
The Building Blocks of Logistics in Marketing Channels 505
Supply Chain Management: Origins and Practices 513
Rapid Response 518
Putting It All Together: What Is the Right Supply Chain? 520
Summary 524
1 i Franchising 528
Why Become a Franchisee? 532
Why Become a Franchisor? 536
The Historical Roots of Franchising 543
The Franchise Contract 546
Why Franchise Systems Include Company Outlets 553
Ongoing Challenges Facing the Franchisor 558
Summary 561
Company Index 5(i7
Name Index 573
Subject Index 578
BRIEF CONTENTS
¦¦part three
CHANNEL IMPLEMENTATION AND
PERFORMANCE MEASUREMENT
S Channel Power: Getting It, Using It, Keeping It 199
• ) Managing Conflict to Increase Channel Coordination 236
if/ Channel Implementation Issues Regarding
Distribution Intensity and Vertical Restraints 277
/ I Strategic Alliances in Distribution 315
/ «; Legal Constraints on Marketing Channel Policies 347
¦B PART FOUR
CHANNEL INSTITUTIONS
/ ) Retailing 389
I / Nonstore Retailing and Electronic Channels 436
/ ) Wholesaling 475
/ ( ) Logistics and Supply Chain Management 503
i Franchising 528
Company Index 567
Name Index 573
Subject Index 578
Contents
Preface xv
¦B PART ONE
INTRODUCTION AND ANALYTIC
FRAMEWORK FOR THE BOOK
I Marketing Channels: Structure and Functions 1
What Is a Marketing Channel? 2
Why Are There Marketing Channels and Why Do They Change? 4
What Is the Work of the Marketing Channel 3 9
Who Belongs to a Marketing Channel? 12
The Importance oi a Framework for Channel Analysis 17
AlTFADlX 1.1 Alternate Channel Formats: Definitions and Examples 19
~ An Analytic Framework for Channel Design
and Implementation 29
Channel Design: Segmentation 31
Channel Design: Positioning 38
Channel Design: Targeting 34
Channel Design: Establish New ¦Channels or Heline Existing Channels 85
Channel Implementation: IdentiKing Power Sources 3(i
Channel Implementation: Identilving Channel Conflicts 87
Channel Implementation: The Goal ol Channel Coordination 37
Organization of the Text 3S
Summarv 39
ix
|
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| callnumber-first | H - Social Science |
| callnumber-label | HF5415 |
| callnumber-raw | HF5415.129.S75 2001 |
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| callnumber-subject | HF - Commerce |
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| ctrlnum | (OCoLC)247173460 (DE-599)BVBBV013593397 |
| dewey-full | 658.8/421 658.8/4 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
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| dewey-search | 658.8/4 21 658.8/4 |
| dewey-sort | 3658.8 14 221 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 6. ed. |
| format | Book |
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| indexdate | 2024-07-09T18:48:36Z |
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| isbn | 0130127728 |
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| physical | XVIII, 590 S. graph. Darst. |
| publishDate | 2001 |
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| publisher | Prentice Hall |
| record_format | marc |
| series2 | The Prentice Hall international series in marketing |
| spelling | Marketing channels Anne T. Coughlan ... 6. ed. Upper Saddle River, NJ Prentice Hall 2001 XVIII, 590 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier The Prentice Hall international series in marketing Frühere Aufl. u. d. T.: Stern, Louis W.: Marketing channels Marketing channels Vertriebsorganisation (DE-588)4078869-6 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf Absatzweg (DE-588)4112445-5 gnd rswk-swf Absatzweg (DE-588)4112445-5 s Marketing (DE-588)4037589-4 s 1\p DE-604 Vertriebsorganisation (DE-588)4078869-6 s 2\p DE-604 Coughlan, Anne T. Sonstige oth Frühere Aufl. u. d. T. Stern, Louis W. Marketing channels HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009284896&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 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Marketing channels Marketing channels Vertriebsorganisation (DE-588)4078869-6 gnd Marketing (DE-588)4037589-4 gnd Absatzweg (DE-588)4112445-5 gnd |
| subject_GND | (DE-588)4078869-6 (DE-588)4037589-4 (DE-588)4112445-5 |
| title | Marketing channels |
| title_auth | Marketing channels |
| title_exact_search | Marketing channels |
| title_full | Marketing channels Anne T. Coughlan ... |
| title_fullStr | Marketing channels Anne T. Coughlan ... |
| title_full_unstemmed | Marketing channels Anne T. Coughlan ... |
| title_old | Stern, Louis W. Marketing channels |
| title_short | Marketing channels |
| title_sort | marketing channels |
| topic | Marketing channels Vertriebsorganisation (DE-588)4078869-6 gnd Marketing (DE-588)4037589-4 gnd Absatzweg (DE-588)4112445-5 gnd |
| topic_facet | Marketing channels Vertriebsorganisation Marketing Absatzweg |
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