Marketing channels: a management view
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Mason, Ohio
Thomson/South-Western
2004
|
| Edition: | 7. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Item Description: | Includes bibliographical references and index |
| Physical Description: | XX, 649 S. Ill., graph. Darst. |
| ISBN: | 0324186932 |
Staff View
MARC
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| 100 | 1 | |a Rosenbloom, Bert |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Marketing channels |b a management view |c Bert Rosenbloom |
| 250 | |a 7. ed. | ||
| 264 | 1 | |a Mason, Ohio |b Thomson/South-Western |c 2004 | |
| 300 | |a XX, 649 S. |b Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references and index | ||
| 650 | 7 | |a Canal de distribution |2 rasuqam | |
| 650 | 7 | |a Distributiekanalen |2 gtt | |
| 650 | 7 | |a Gestion |2 rasuqam | |
| 650 | 7 | |a Management |2 gtt | |
| 650 | 7 | |a Marketing |2 gtt | |
| 650 | 4 | |a Marketing channels | |
| 650 | 4 | |a Marketing channels |x Management | |
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Record in the Search Index
| _version_ | 1804130286504509440 |
|---|---|
| adam_text | parti Marketing
Channel Systems 1
Marketing
Channel Concepts 2
The Channel
Participants 3o
The Environment of
Marketing Channels 73
Behavioral Processes
in Marketing Channels 108
part ? Developing the
Marketing Channel 149
Strategy in
Marketing Channels 150
Designing the
Marketing Channel 184
Selecting the
Channel Members 333
Target Markets and
Channel Design Strategy 346
part 3 Managing the
Marketing Channel 269
Motivating the
Channel Members 270
Product Issues in
Channel Management 304
Pricing Issues in
Channel Management 33a
Promotion through
the Marketing Channel 356
Logistics and
Channel Management 384
Evaluating Channel
Member Performance 412
part 4 Additional Perspectives
on Marketing Channels 433
Electronic Marketing
Channels 434
Direct Selling and Direct
Marketing Channel Systems 462
Marketing Channels
for Services 488
International Channel
Perspectives 506
part 5 Cases 529
Appendix 616
Index 641
Parti Marketing Channel
Systems 1
1
Marketing Channel Concepts 2
Learning Objectives 2
Focus on Channels 3
Growing Importance of Marketing Channels 4
Explosion of Information Technology and
E Commerce 4
Difficulty in Gaining Sustainable Competitive
Advantage 5
Growing Power of Distributors 6
Need to Reduce Distribution Costs 7
The Marketing Channel Defined 7
Use of the Term Channel Manager 9
Marketing Channels and Marketing Management
Strategy 10
Channel Strategy versus Logistics Management 13
Flows in Marketing Channels 14
Distribution through Intermediaries 16
Specialization and Division of Labor 17
Contactual Efficiency 17
Channel Structure 20
Ancillary Structure 24
Summary 25
Review Questions 26
Issues for Discussion 27
The Channel Participants 30
Learning Objectives 3o
Focus on Channels 3i
xiv
An Overview of the Channel Participants 32
Producers and Manufacturers 32
Intermediaries 36
Wholesale Intermediaries 36
Retail Intermediaries 49
Facilitating Agencies 66
Summary 67
Review Questions 68
Issues for Discussion 69
3
The Environment of
Marketing Channels 72
Learning Objectives 72
Focus on Channels 73
The Marketing Channel and the Environment 74
The Economic Environment 75
Recession 76
Inflation 77
Deflation 79
Other Economic Issues 79
The Competitive Environment 80
Types of Competition 80
Competitive Structure and Channel Management 83
The Sociocultural Environment 84
Age Patterns of the Population 86
Changing Ethnic Mix 87
Educational Trends 87
Family or Household Structure 88
Changing Role of Women 89
The Technological Environment 89
The Internet and Electronic Marketing Channels 90
Scanners, Computerized Inventory Management,
and Portable Computers yo
Electronic Data Interchange 92
Other Technological Innovations g3
The Legal Environment 94
Legislation Affecting Marketing Channels 94
Legal Issues in Channel Management y6
Summary io3
Review Questions 104,
Issues for Discussion 105
4
Behavioral Processes in
Marketing Channels 108
Learning Objectives 108
Focus on Channels 109
The Marketing Channel As a Social System 110
Conflict in the Marketing Channel 111
Conflict versus Competition 112
Causes of Channel Conflict 112
Managing Channel Conflict 120
Power in the Marketing Channel 126
Basis of Power for Channel Control 127
UsingPowerin the Marketing Channel i33
Role in the Marketing Channel i38
Communication Processes in the Marketing
Channel 139
Behavioral Problems in Channel
Communications 14.0
Summary 143
Review Questions 144
Issues for Discussion 145
part? Developing the
Marketing Channel 149
chapter 5
Strategy in Marketing Channels 150
Learning Objectives 150
Focus on Channels 151
Channel Strategy Defined 152
CONTENTS XV
Marketing Channel Strategy and the Role of
Distribution in Corporate Ob|ectives and
Strategy 153
Determining the Priority Given to Distribution 157
Marketing Channel Strategy1 and the Marketing
Mix 159
Distribution Relevance to Target Market Demand 160
Competitive Parity in Oth er Marketing Mix
Variables 161
Distribution Neglect and Competitive
Vulnerability 162
Distribution and Smergy for the Channel 162
Channel Strategy and Designing in Marketing
Channels i63
Differential Advantage and Channel Design 164
Positioning the Channel to Gain Differential
Advantage 165
Channel Strategy and the Selection of Channel
Members 168
Channel Strategy and Managing the Marketing
Channel 170
Closeness of Channel Relationships 1 ji
Motivation of Channel Members rr3
Use of the Marketing Mix m Channel Management ij6
Channel Strategy and the Evaluation of Channel
Member Performance 178
Summary 178
Review Questions 179
Issues for Discussion 180
H 6
Designing the Marketing Channel 184
Learning Objectives 184
Focus on Channels 185
What is Channel Design? 186
Who Engages in Channel Design? 187
A Paradigm of the Channel Design Decision 187
Phase 1: Recognizi ng the N eed for a Channel
Design Decision 187
Phase 3: Setting and Coordinating Distribution
Objectives 189
Becoming Familiar with Objectives and Strategies 790
xvi CONTENTS
Setting Explicit Distribution Objectives 190
OieckingforCongruency 19;
Phase 3: Specifying the Distribution Tasks 192
Phase 4: Developing Possible Alternative
Channel Structures 194
Number of Levels 194
Intensity at the Various Levels 196
Types of Intermediaries 197
Number of Possible Channel Structure
Alternatives 197
Phase 5: Evaluating the Variables Affecting
Channel Structure 198
Market Variables 198
Product Variables 201
Company Variables 2o3
Intermediary Variables 204
Environmental Variables 305
Behavioral Variables 305
Phase 6: Choosingthe Best Channel
Structure 206
Characteristics of Goods and Parallel Systems
Approach 2,06
Financial Approach 208
Transaction Cost Analysis Approach 209
Management Science Approaches 2
judgmental Heuristic Approaches 2i3
Summary 216
Review Questions 218
Issues for Discussion 218
7
Selecting the Channel Members 222
Learning Objectives 222
Focus on Channels 223
Channel Member Selection and Channel Design 224
The Selection Process 225
Finding Prospective Channel Members 225
Field Sales Organization 225
Trade Sources 226
Reseller Inquiries 226
Customers 228
Advertising 228
Trade Shows 228
Other Sources 229
Applying Selection Criteria 331
Generalized Lists of Criteria ?3i
Using Lists of Selection Criteria 2,3 $
Securingthe Channel Members 236
Specific Inducements for Securing Channel
Members 236
Summary 241
Review Questions 242
Issues for Discussion 242
8
Target Markets and
Channel Design Strategy 246
Learning Objectives 246
Focus on Channels 247
A Framework for Market Analysis 248
Market Geography and Channel Design Strategy 249
Locating Markets 249
Market Size and Channel Design Strategy 252
Market Density and Channel Design Strategy 254
Market Behavior and Channel Design Strategy 256
When the Market Buys 256
Where the Market Buys 257
How the Market Buys 259
Who Buys 261
Summary 263
Review Questions 264
Issues for Discussion 264
part 3 Managing the
Marketing Channel 369
• :: : ¦.¦:¦ y
Motivating the Channel Members 270
Learning Objectives 270
Focus on Channels 271
Finding Out the Needs and Problems of
Channel Members 273
Approaches for Learning about Channel Member
Needs and Problems 274,
Offering Support to Channel Members 280
Cooperative Arrangements 281
Partnerships and Strategic Alliances 284,
Distribution Programming 291
Providing Leadership to Motivate Channel
Members 296
Summary 298
Review Questions 3oo
Issues for Discussion 3oo
, hdhnvi 10
Product Issues in
Channel Management 304
Learning Objectives 3o4
Focus on Channels 305
New Product Planning and Channel
Management 307
Encouraging Channel Member Input into
New Product Planning 3oy
Fostering Channel Member Acceptance of
New Products 3o8
Fitting the New Product into Channel Member
Assortments 3n
Educating Channel Members about New Products 3i 1
Making Sure New Products Are TroubleFree 3i2
The Product Life Cycle and Channel Management 3i3
The Introductory Stage and Channel Management 3i $
The Growth Stage and Channel Management 3i $
The Maturity Stage and Channel Management 317
The Decline Stage and Channel Management 3i 8
Strategic Product Management and Channel
Management 319
Product Differentiation and Channel
Management 3?o
Product Positioning and Channel Management 3z 1
Product Line Expansion/Contraction and
Channel Management 3?2
Trading Down, Trading Up, and Channel
Management 324
Product Brand Strategy and Channel
Management 32 $
Product Service Strategy and Channel
Management 326
CONTENTS xvii
Summary 327
Review Questions 328
Issues for Discussion 329
11
Pricing Issues in
Channel Management 332
Learning Objectives 332
Focus on Channels 333
Anatomy of Channel Pricing Structure 334
Guidelines for Developing Effective Channel
Pricing Strategies 338
Profit Margins 33y
Different Classes of Resellers 3 p l
Rival Brands 3j,
Special Arrangements 3^2
Conventional Norms in Margins 3^.2
Margin Variation on Models 3^3
Price Points 3^,3
Product Variations 3^4
Other Issues in Channel Pricing 344
Exercising Control in Channel Pricing 3^4
Changing Price Policies 3/f6
Passing Price Increases through the Channel 3/f.j
Using Price Incentives in the Channel 3^8
Dealing with the Gray Market and Free Riding 3/f.c/
Summary 351
Review Questions 352
Issues for Discussion 353
i Siapirr 13
Promoting through the
Marketing Channel 356
Learning Objectives 356
Focus on Channels 357
Promotional Strategies and Channel Member
Cooperation 36o
Basic Push Promotional Strategies in
Marketing Channels 363
Cooperative Advertising 3^6
Promotional Allowances 36 $
xvili CONTENTS
Slotting Fees 368
Displays and SellingAids 36g
In store Promotions 3?i
Contests and Incentives 3ja
Special Promotional Deals and Merchandising
Campaigns 3?2
Kinder and Gentler Push Promotion
Strategies in Marketing Channels 375
Training Programs 3j6
Quota Specification 3ff
Missionary Selling 3yy
Trade Shows 3?8
Summary 379
Review Questions 3 8 o
Issues for Discussion 38i
chapteri3
Logistics and
Channel Management 384
Learning and Channel Management 384
Focus on Channels 385
The Role of Logistics 386
Logistics Systems, Costs, and Components 388
Transportation 38y
Materials Handling 3gi
Order Processing 5c? r
Inventory Control 3^2,
Warehousing 3y3
Packaging 3%
The Output of the Logistics System: Customer
Service 394
Four Key Areas of Interface between Logistics
and Channel Management 397
Defining Logistics Service Standards 3g8
Evaluating the Logistics Program 403
Selling the Channel Members on the Logistics
Program /f,o3
Monitoring the Logistics System
Summary 407
Review Questions 408
Issues for Discussion 4°9
14
Evaluating Channel Member
Performance 412
Learning Objectives 412
Focus on Channels 4i3
Factors Affecting Scope and Frequency of
Evaluations 414
Degree of Control 4,14
Importance of Channel Members 4,14
Nature of the Product 415
Number of Channel Members 415
Performance Evaluation versus Day to Day
Monitoring 415
Channel Member Performance Audit 416
Developing Criteria 4,16
Applying Performance Criteria 424,
Recommending Corrective Actions 4,^
Summary 43 o
Review Questions 43o
Issues for Discussion 431
part 4 Additional
Perspectives
on Marketing
Channels 433
chapter 15
Electronic Marketing Channels 434
Learning Objectives 434
Focus on Channels 435
Electronic Marketing Channels Defined 436
Structure of Electronic Marketing Channels 487
Disintermediation versus Reintermediation 4,3^
Information Flow versus the Product Flow 4,4,1
Virtual Channel versus the Product Row 4,4,1
Virtual Channel Structure versus Conventional
Channel Structure 44,1
Developments and Trends in Electronic
Marketing Channels 44?
Profile of Online Shoppers 4,4,6
The Future of Online Shopping 4,4,?
Advantages and Disadvantages of Electronic
Marketing Channels 448
Advantages of Electronic Marketing Channels 4,49
Disadvantages of Electronic Marketing Channels 457
Implications for Marketing Channel Strategy
and Management 455
Objectives and Strategies of the Firm and
Electronic Marketing Channels 4,55
Role of Electronic Marketing Channels in the
Marketing Mix 455
Channel Design and Electronic Marketing
Channels 456
Channel Member Selection and Electronic
Marketing Channels 456
Channel Management and Electronic Marketing
Channels 457
Evaluation and Electronic Marketing Channels 4,57
Summary 458
Review Questions 459
Issues for Discussion 459
chapter 16
Direct Selling and Direct
Marketing Channel Systems 462
Learning Objectives 463
Focus on Channels 463
Direct Selling Channels 464
Structure and Trends in Direct Selling 464
Rationale forDesigninga Direct Selling
Channel 469
Direct Marketing Channels 475
Structure and Trends in Direct Marketing 4^6
Rationale for Designing a Direct Marketing
Channel 480
Summary 483
Review Questions 485 .
Issues for Discussion 485
chapter 17
Marketing Channels for Services 488
Learning Objectives 488
Focus on Channels 489
CONTENTS xix
Special Characteristics of Services 490
Intangibility of Services 490
Inseparability of Services 4,97
Difficulty of Standardization 497
Customer Involvement in Services 491
Perishability of Services 492
Implications of Service Characteristics for
Channel Management 492
Intangibility and Channel Management 492
Inseparability and Channel Management 494,
Difficulty of Standardization and Channel
Management 495
Customer Involvement and Channel
Management ^ )6
Perishability of Services and Channel
Management 497
Additional Perspectives on Marketing
Channels for Services 497
Shorter Channels 497
Franchised Channels 4,9c)
Customization of Services 500
Channel Flows 507
Summary 503
Review Questions 502
Issues for Discussion 5o3
chapter 18
International Channel
Perspectives 506
Learning Objectives 506
Focus on Channels 507
Environment of International Channel Control 508
Economic Factors and International Channels 509
Competitive Environment and International
Channels ^09
Sociocultural Environment and International
Channels £10
Technological Environment and International
Channels 57 7
Legal/Political Environment and International
Channels 57 7
Behavioral Processes in International Channels 513
XX CONTENTS
Designing International Channels 5i3
Indirect Exporting 514
Direct Exporting p $
Choosing the Appropriate Structure p j
Motivating International Channel Members 518
Finding Out Needs and Problems of Foreign
Channel Members 579
Supporting Foreign Channel Members
Leading Foreign Marketing Channels 53?
Summary 524
Review Questions 5 25
Issues for Discussion 526
|)ii|*5 Cases 539
Case i: Saturn Motor Corporation 531
Case 2= Clark s Flower Shops 533
Case 3: Precision Electronics Corporation 536
Case 4: Plattsburgh Motor Service 539
Case 5: NTT DoCoMo 542
Case 6: Hassler Howard Inc.: Manufacturers
Representatives 545
Case 7: Barnes and Noble College Bookstores 549
Case 8: Levi Strauss Co. 552
Case 9: Snap On Tools Corporation 556
Case 10: Star Chemical Company 560
Case 11: The Oliver Corporation 562
Case 12: Innovative Toys Inc. 564
Case i3: American OleanTile Company 570
Casei4. ALDI 573
Case 15: Dunkin Donuts Inc. 577
Case 16: Hyde Phillip Chemical Company 580
Case 17: Ben Jerry s Homemade, Inc. 583
Case 18: Bristol Myers Squibb 587
Case 19: General Electric Company 594
Case 20: Libbey Owens Ford Company 596
Case 21: Koehring Company 599
Case 22: Simpson Timber 604
Case 23: Apple Computor Corp. 608
Case 24: Regis Corporation 61 o
Case 25: Avon Products Inc. 614
Appendix 616
Index 641
|
| any_adam_object | 1 |
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| dewey-search | 658.8/7 |
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| discipline | Wirtschaftswissenschaften |
| edition | 7. ed. |
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| id | DE-604.BV017486934 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T19:18:37Z |
| institution | BVB |
| isbn | 0324186932 |
| language | English |
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| publisher | Thomson/South-Western |
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| spelling | Rosenbloom, Bert Verfasser aut Marketing channels a management view Bert Rosenbloom 7. ed. Mason, Ohio Thomson/South-Western 2004 XX, 649 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index Canal de distribution rasuqam Distributiekanalen gtt Gestion rasuqam Management gtt Marketing gtt Marketing channels Marketing channels Management Marketing (DE-588)4037589-4 gnd rswk-swf Absatzweg (DE-588)4112445-5 gnd rswk-swf Absatzweg (DE-588)4112445-5 s DE-604 Marketing (DE-588)4037589-4 s 1\p DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=010534986&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 | Rosenbloom, Bert Marketing channels a management view Canal de distribution rasuqam Distributiekanalen gtt Gestion rasuqam Management gtt Marketing gtt Marketing channels Marketing channels Management Marketing (DE-588)4037589-4 gnd Absatzweg (DE-588)4112445-5 gnd |
| subject_GND | (DE-588)4037589-4 (DE-588)4112445-5 |
| title | Marketing channels a management view |
| title_auth | Marketing channels a management view |
| title_exact_search | Marketing channels a management view |
| title_full | Marketing channels a management view Bert Rosenbloom |
| title_fullStr | Marketing channels a management view Bert Rosenbloom |
| title_full_unstemmed | Marketing channels a management view Bert Rosenbloom |
| title_short | Marketing channels |
| title_sort | marketing channels a management view |
| title_sub | a management view |
| topic | Canal de distribution rasuqam Distributiekanalen gtt Gestion rasuqam Management gtt Marketing gtt Marketing channels Marketing channels Management Marketing (DE-588)4037589-4 gnd Absatzweg (DE-588)4112445-5 gnd |
| topic_facet | Canal de distribution Distributiekanalen Gestion Management Marketing Marketing channels Marketing channels Management Absatzweg |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=010534986&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT rosenbloombert marketingchannelsamanagementview |