Getting multi-channel distribution right:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Hoboken, New Jersey
Wiley
[2020]
|
| Schlagworte: | |
| Online-Zugang: | FCO01 FHD01 FHM01 |
| Beschreibung: | 1 Online-Ressource (xxvii, 355 Seiten) |
| ISBN: | 9781119632917 9781119632900 9781119632894 |
Internformat
MARC
| LEADER | 00000nmm a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV046736313 | ||
| 003 | DE-604 | ||
| 005 | 20221209 | ||
| 007 | cr|uuu---uuuuu | ||
| 008 | 200526s2020 |||| o||u| ||||||eng d | ||
| 020 | |a 9781119632917 |c epub |9 978-1-119-63291-7 | ||
| 020 | |a 9781119632900 |c adobe pdf |9 978-1-119-63290-0 | ||
| 020 | |a 9781119632894 |c online |9 978-1-119-63289-4 | ||
| 035 | |a (OCoLC)1164645602 | ||
| 035 | |a (DE-599)BVBBV046736313 | ||
| 040 | |a DE-604 |b ger |e rda | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-1050 |a DE-M347 |a DE-858 | ||
| 084 | |a QP 621 |0 (DE-625)141912: |2 rvk | ||
| 100 | 1 | |a Ailawadi, Kusum L. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Getting multi-channel distribution right |c Kusum L. Ailawadi, Paul W. Farris |
| 264 | 1 | |a Hoboken, New Jersey |b Wiley |c [2020] | |
| 300 | |a 1 Online-Ressource (xxvii, 355 Seiten) | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b c |2 rdamedia | ||
| 338 | |b cr |2 rdacarrier | ||
| 505 | 8 | |a Cover -- Title Page -- Copyright -- Contents -- About the Authors -- Acknowledgments -- Preface -- Chapter 1 Distribution Channels Today -- 1.1 Introduction -- 1.2 What Is New: Radical Changes in the Navigation of Distribution Channels -- 1.2.1 Changing Business Models -- 1.2.2 Omni-Channel Retailing -- 1.2.3 Data -- 1.2.4 Regulation -- 1.3 The Road Ahead -- Part I The Bedrock of Channel Functions, Power, and Conflict -- Chapter 2 Push, Pull, and Total Channel Performance -- 2.1 Introduction -- 2.2 An Organizing Framework Illustrated with Natura's Distribution Channel -- 2.2.1 Push | |
| 505 | 8 | |a 2.2.2 Pull -- 2.2.3 Supplier Inputs, Downstream Effects, and Channel Performance -- 2.3 Push-Pull Inputs and Downstream Effects in PepsiCo's Channel -- 2.4 Push and Pull for Services and Digital Channels -- 2.5 Beneficial and Harmful Feedback Loops in the Push-Pull System -- 2.6 Conclusion -- Chapter 3 Root Causes of Channel Conflict -- 3.1 Introduction -- 3.1.1 Examples of Channel Conflict -- 3.1.2 Myopia and Four Root Causes of Conflict that Strain the Partnership -- 3.2 Uncoordinated Pricing and Selling Effort -- 3.2.1 Double, Triple, and Quadruple Marginalization | |
| 505 | 8 | |a 3.2.2 Loss Leaders Have Their Own Problems -- 3.3 Over- and Under-Distribution -- 3.3.1 Under-Distribution -- 3.3.2 Over-Distribution -- 3.3.3 Competing with Your Customers -- 3.3.4 Unauthorized Distribution -- 3.4 Division of Work and Pay: Who Sold That? -- 3.4.1 The Case of Leather Italia: Functions Performed and Margin Earned -- 3.4.2 Free Riding on Showrooms, Webrooms, and Billboards -- 3.5 Adapting to Change: Where Does the Future Lie? -- 3.6 Conclusion -- Chapter 4 Middlemen in Today's Channel Ecosystem and Their Functions -- 4.1 Introduction -- 4.2 Brick-and-Mortar Intermediaries | |
| 505 | 8 | |a 4.3 New Digital Intermediaries -- 4.4 Support Service Providers -- 4.5 What's Different about Today's Channel Functions -- 4.5.1 The Critical Nature of Delivery and Returns -- 4.5.2 Increasingly Targeted Selling and Peer Persuasion -- 4.5.3 Location Means More, Not Less -- 4.5.4 Agglomeration Is Alive and Well -- 4.6 Conclusion -- Chapter 5 The Sources and Indicators of Power in the Channel -- 5.1 Introduction -- 5.2 Power in the Channel and Its Sources -- 5.2.1 How Social Psychologists and Economists Think about Power -- 5.2.2 Sources of Power in the Distribution Channel | |
| 505 | 8 | |a 5.3 Consumer Search Loyalty: The Ultimate Source of Power -- 5.3.1 Loyalty to the Brand or to the Channel? -- 5.3.2 Search Loyalty: Hard to Get, Harder to Measure in the Physical World -- 5.3.3 Fake It Till You Make It? -- 5.3.4 Is Loyalty a Dinosaur in the Digital World? -- 5.4 Economic Indicators of Power -- 5.4.1 Monopoly Power: The Lerner Index and Price Elasticity -- 5.4.2 Manufacturer versus Retailer Price Elasticity and How It Can Distort Power Assessment -- 5.4.3 Profitability as a Sign of Power -- 5.5 Conclusion -- Chapter 6 Using Power Without Using It Up -- 6.1 Introduction | |
| 650 | 0 | 7 | |a Distributionslogistik |0 (DE-588)4150252-8 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Absatzweg |0 (DE-588)4112445-5 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Mehrgleisiger Vertrieb |0 (DE-588)4725388-5 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Mehrgleisiger Vertrieb |0 (DE-588)4725388-5 |D s |
| 689 | 0 | 1 | |a Distributionslogistik |0 (DE-588)4150252-8 |D s |
| 689 | 0 | 2 | |a Absatzweg |0 (DE-588)4112445-5 |D s |
| 689 | 0 | |5 DE-604 | |
| 700 | 1 | |a Farris, Paul W. |e Verfasser |0 (DE-588)142526290 |4 aut | |
| 776 | 0 | 8 | |i Erscheint auch als |n Druck-Ausgabe, hardback |z 978-1-119-63288-7 |
| 912 | |a ZDB-30-PQE |a ZDB-35-WIC | ||
| 999 | |a oai:aleph.bib-bvb.de:BVB01-032146300 | ||
| 966 | e | |u https://onlinelibrary.wiley.com/doi/book/10.1002/9781119632894 |l FCO01 |p ZDB-35-WIC |q FCO_PDA_WIC_Kauf |x Verlag |3 Volltext | |
| 966 | e | |u https://ebookcentral.proquest.com/lib/th-deggendorf/detail.action?docID=6183924 |l FHD01 |p ZDB-30-PQE |q FHD01_PQE_Kauf |x Aggregator |3 Volltext | |
| 966 | e | |u https://ebookcentral.proquest.com/lib/hm-bib/detail.action?docID=6183924 |l FHM01 |p ZDB-30-PQE |q FHM_Einzelkauf |x Aggregator |3 Volltext | |
Datensatz im Suchindex
| _version_ | 1804181485590151168 |
|---|---|
| adam_txt | |
| any_adam_object | |
| any_adam_object_boolean | |
| author | Ailawadi, Kusum L. Farris, Paul W. |
| author_GND | (DE-588)142526290 |
| author_facet | Ailawadi, Kusum L. Farris, Paul W. |
| author_role | aut aut |
| author_sort | Ailawadi, Kusum L. |
| author_variant | k l a kl kla p w f pw pwf |
| building | Verbundindex |
| bvnumber | BV046736313 |
| classification_rvk | QP 621 |
| collection | ZDB-30-PQE ZDB-35-WIC |
| contents | Cover -- Title Page -- Copyright -- Contents -- About the Authors -- Acknowledgments -- Preface -- Chapter 1 Distribution Channels Today -- 1.1 Introduction -- 1.2 What Is New: Radical Changes in the Navigation of Distribution Channels -- 1.2.1 Changing Business Models -- 1.2.2 Omni-Channel Retailing -- 1.2.3 Data -- 1.2.4 Regulation -- 1.3 The Road Ahead -- Part I The Bedrock of Channel Functions, Power, and Conflict -- Chapter 2 Push, Pull, and Total Channel Performance -- 2.1 Introduction -- 2.2 An Organizing Framework Illustrated with Natura's Distribution Channel -- 2.2.1 Push 2.2.2 Pull -- 2.2.3 Supplier Inputs, Downstream Effects, and Channel Performance -- 2.3 Push-Pull Inputs and Downstream Effects in PepsiCo's Channel -- 2.4 Push and Pull for Services and Digital Channels -- 2.5 Beneficial and Harmful Feedback Loops in the Push-Pull System -- 2.6 Conclusion -- Chapter 3 Root Causes of Channel Conflict -- 3.1 Introduction -- 3.1.1 Examples of Channel Conflict -- 3.1.2 Myopia and Four Root Causes of Conflict that Strain the Partnership -- 3.2 Uncoordinated Pricing and Selling Effort -- 3.2.1 Double, Triple, and Quadruple Marginalization 3.2.2 Loss Leaders Have Their Own Problems -- 3.3 Over- and Under-Distribution -- 3.3.1 Under-Distribution -- 3.3.2 Over-Distribution -- 3.3.3 Competing with Your Customers -- 3.3.4 Unauthorized Distribution -- 3.4 Division of Work and Pay: Who Sold That? -- 3.4.1 The Case of Leather Italia: Functions Performed and Margin Earned -- 3.4.2 Free Riding on Showrooms, Webrooms, and Billboards -- 3.5 Adapting to Change: Where Does the Future Lie? -- 3.6 Conclusion -- Chapter 4 Middlemen in Today's Channel Ecosystem and Their Functions -- 4.1 Introduction -- 4.2 Brick-and-Mortar Intermediaries 4.3 New Digital Intermediaries -- 4.4 Support Service Providers -- 4.5 What's Different about Today's Channel Functions -- 4.5.1 The Critical Nature of Delivery and Returns -- 4.5.2 Increasingly Targeted Selling and Peer Persuasion -- 4.5.3 Location Means More, Not Less -- 4.5.4 Agglomeration Is Alive and Well -- 4.6 Conclusion -- Chapter 5 The Sources and Indicators of Power in the Channel -- 5.1 Introduction -- 5.2 Power in the Channel and Its Sources -- 5.2.1 How Social Psychologists and Economists Think about Power -- 5.2.2 Sources of Power in the Distribution Channel 5.3 Consumer Search Loyalty: The Ultimate Source of Power -- 5.3.1 Loyalty to the Brand or to the Channel? -- 5.3.2 Search Loyalty: Hard to Get, Harder to Measure in the Physical World -- 5.3.3 Fake It Till You Make It? -- 5.3.4 Is Loyalty a Dinosaur in the Digital World? -- 5.4 Economic Indicators of Power -- 5.4.1 Monopoly Power: The Lerner Index and Price Elasticity -- 5.4.2 Manufacturer versus Retailer Price Elasticity and How It Can Distort Power Assessment -- 5.4.3 Profitability as a Sign of Power -- 5.5 Conclusion -- Chapter 6 Using Power Without Using It Up -- 6.1 Introduction |
| ctrlnum | (OCoLC)1164645602 (DE-599)BVBBV046736313 |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>04978nmm a2200505 c 4500</leader><controlfield tag="001">BV046736313</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20221209 </controlfield><controlfield tag="007">cr|uuu---uuuuu</controlfield><controlfield tag="008">200526s2020 |||| o||u| ||||||eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781119632917</subfield><subfield code="c">epub</subfield><subfield code="9">978-1-119-63291-7</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781119632900</subfield><subfield code="c">adobe pdf</subfield><subfield code="9">978-1-119-63290-0</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781119632894</subfield><subfield code="c">online</subfield><subfield code="9">978-1-119-63289-4</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)1164645602</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV046736313</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rda</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-1050</subfield><subfield code="a">DE-M347</subfield><subfield code="a">DE-858</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 621</subfield><subfield code="0">(DE-625)141912:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Ailawadi, Kusum L.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Getting multi-channel distribution right</subfield><subfield code="c">Kusum L. Ailawadi, Paul W. Farris</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Hoboken, New Jersey</subfield><subfield code="b">Wiley</subfield><subfield code="c">[2020]</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 Online-Ressource (xxvii, 355 Seiten)</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Cover -- Title Page -- Copyright -- Contents -- About the Authors -- Acknowledgments -- Preface -- Chapter 1 Distribution Channels Today -- 1.1 Introduction -- 1.2 What Is New: Radical Changes in the Navigation of Distribution Channels -- 1.2.1 Changing Business Models -- 1.2.2 Omni-Channel Retailing -- 1.2.3 Data -- 1.2.4 Regulation -- 1.3 The Road Ahead -- Part I The Bedrock of Channel Functions, Power, and Conflict -- Chapter 2 Push, Pull, and Total Channel Performance -- 2.1 Introduction -- 2.2 An Organizing Framework Illustrated with Natura's Distribution Channel -- 2.2.1 Push</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">2.2.2 Pull -- 2.2.3 Supplier Inputs, Downstream Effects, and Channel Performance -- 2.3 Push-Pull Inputs and Downstream Effects in PepsiCo's Channel -- 2.4 Push and Pull for Services and Digital Channels -- 2.5 Beneficial and Harmful Feedback Loops in the Push-Pull System -- 2.6 Conclusion -- Chapter 3 Root Causes of Channel Conflict -- 3.1 Introduction -- 3.1.1 Examples of Channel Conflict -- 3.1.2 Myopia and Four Root Causes of Conflict that Strain the Partnership -- 3.2 Uncoordinated Pricing and Selling Effort -- 3.2.1 Double, Triple, and Quadruple Marginalization</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">3.2.2 Loss Leaders Have Their Own Problems -- 3.3 Over- and Under-Distribution -- 3.3.1 Under-Distribution -- 3.3.2 Over-Distribution -- 3.3.3 Competing with Your Customers -- 3.3.4 Unauthorized Distribution -- 3.4 Division of Work and Pay: Who Sold That? -- 3.4.1 The Case of Leather Italia: Functions Performed and Margin Earned -- 3.4.2 Free Riding on Showrooms, Webrooms, and Billboards -- 3.5 Adapting to Change: Where Does the Future Lie? -- 3.6 Conclusion -- Chapter 4 Middlemen in Today's Channel Ecosystem and Their Functions -- 4.1 Introduction -- 4.2 Brick-and-Mortar Intermediaries</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">4.3 New Digital Intermediaries -- 4.4 Support Service Providers -- 4.5 What's Different about Today's Channel Functions -- 4.5.1 The Critical Nature of Delivery and Returns -- 4.5.2 Increasingly Targeted Selling and Peer Persuasion -- 4.5.3 Location Means More, Not Less -- 4.5.4 Agglomeration Is Alive and Well -- 4.6 Conclusion -- Chapter 5 The Sources and Indicators of Power in the Channel -- 5.1 Introduction -- 5.2 Power in the Channel and Its Sources -- 5.2.1 How Social Psychologists and Economists Think about Power -- 5.2.2 Sources of Power in the Distribution Channel</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">5.3 Consumer Search Loyalty: The Ultimate Source of Power -- 5.3.1 Loyalty to the Brand or to the Channel? -- 5.3.2 Search Loyalty: Hard to Get, Harder to Measure in the Physical World -- 5.3.3 Fake It Till You Make It? -- 5.3.4 Is Loyalty a Dinosaur in the Digital World? -- 5.4 Economic Indicators of Power -- 5.4.1 Monopoly Power: The Lerner Index and Price Elasticity -- 5.4.2 Manufacturer versus Retailer Price Elasticity and How It Can Distort Power Assessment -- 5.4.3 Profitability as a Sign of Power -- 5.5 Conclusion -- Chapter 6 Using Power Without Using It Up -- 6.1 Introduction</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Distributionslogistik</subfield><subfield code="0">(DE-588)4150252-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Absatzweg</subfield><subfield code="0">(DE-588)4112445-5</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Mehrgleisiger Vertrieb</subfield><subfield code="0">(DE-588)4725388-5</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Mehrgleisiger Vertrieb</subfield><subfield code="0">(DE-588)4725388-5</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Distributionslogistik</subfield><subfield code="0">(DE-588)4150252-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="2"><subfield code="a">Absatzweg</subfield><subfield code="0">(DE-588)4112445-5</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Farris, Paul W.</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)142526290</subfield><subfield code="4">aut</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Erscheint auch als</subfield><subfield code="n">Druck-Ausgabe, hardback</subfield><subfield code="z">978-1-119-63288-7</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-30-PQE</subfield><subfield code="a">ZDB-35-WIC</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-032146300</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://onlinelibrary.wiley.com/doi/book/10.1002/9781119632894</subfield><subfield code="l">FCO01</subfield><subfield code="p">ZDB-35-WIC</subfield><subfield code="q">FCO_PDA_WIC_Kauf</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://ebookcentral.proquest.com/lib/th-deggendorf/detail.action?docID=6183924</subfield><subfield code="l">FHD01</subfield><subfield code="p">ZDB-30-PQE</subfield><subfield code="q">FHD01_PQE_Kauf</subfield><subfield code="x">Aggregator</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://ebookcentral.proquest.com/lib/hm-bib/detail.action?docID=6183924</subfield><subfield code="l">FHM01</subfield><subfield code="p">ZDB-30-PQE</subfield><subfield code="q">FHM_Einzelkauf</subfield><subfield code="x">Aggregator</subfield><subfield code="3">Volltext</subfield></datafield></record></collection> |
| id | DE-604.BV046736313 |
| illustrated | Not Illustrated |
| index_date | 2024-07-03T14:37:59Z |
| indexdate | 2024-07-10T08:52:24Z |
| institution | BVB |
| isbn | 9781119632917 9781119632900 9781119632894 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-032146300 |
| oclc_num | 1164645602 |
| open_access_boolean | |
| owner | DE-1050 DE-M347 DE-858 |
| owner_facet | DE-1050 DE-M347 DE-858 |
| physical | 1 Online-Ressource (xxvii, 355 Seiten) |
| psigel | ZDB-30-PQE ZDB-35-WIC ZDB-35-WIC FCO_PDA_WIC_Kauf ZDB-30-PQE FHD01_PQE_Kauf ZDB-30-PQE FHM_Einzelkauf |
| publishDate | 2020 |
| publishDateSearch | 2020 |
| publishDateSort | 2020 |
| publisher | Wiley |
| record_format | marc |
| spelling | Ailawadi, Kusum L. Verfasser aut Getting multi-channel distribution right Kusum L. Ailawadi, Paul W. Farris Hoboken, New Jersey Wiley [2020] 1 Online-Ressource (xxvii, 355 Seiten) txt rdacontent c rdamedia cr rdacarrier Cover -- Title Page -- Copyright -- Contents -- About the Authors -- Acknowledgments -- Preface -- Chapter 1 Distribution Channels Today -- 1.1 Introduction -- 1.2 What Is New: Radical Changes in the Navigation of Distribution Channels -- 1.2.1 Changing Business Models -- 1.2.2 Omni-Channel Retailing -- 1.2.3 Data -- 1.2.4 Regulation -- 1.3 The Road Ahead -- Part I The Bedrock of Channel Functions, Power, and Conflict -- Chapter 2 Push, Pull, and Total Channel Performance -- 2.1 Introduction -- 2.2 An Organizing Framework Illustrated with Natura's Distribution Channel -- 2.2.1 Push 2.2.2 Pull -- 2.2.3 Supplier Inputs, Downstream Effects, and Channel Performance -- 2.3 Push-Pull Inputs and Downstream Effects in PepsiCo's Channel -- 2.4 Push and Pull for Services and Digital Channels -- 2.5 Beneficial and Harmful Feedback Loops in the Push-Pull System -- 2.6 Conclusion -- Chapter 3 Root Causes of Channel Conflict -- 3.1 Introduction -- 3.1.1 Examples of Channel Conflict -- 3.1.2 Myopia and Four Root Causes of Conflict that Strain the Partnership -- 3.2 Uncoordinated Pricing and Selling Effort -- 3.2.1 Double, Triple, and Quadruple Marginalization 3.2.2 Loss Leaders Have Their Own Problems -- 3.3 Over- and Under-Distribution -- 3.3.1 Under-Distribution -- 3.3.2 Over-Distribution -- 3.3.3 Competing with Your Customers -- 3.3.4 Unauthorized Distribution -- 3.4 Division of Work and Pay: Who Sold That? -- 3.4.1 The Case of Leather Italia: Functions Performed and Margin Earned -- 3.4.2 Free Riding on Showrooms, Webrooms, and Billboards -- 3.5 Adapting to Change: Where Does the Future Lie? -- 3.6 Conclusion -- Chapter 4 Middlemen in Today's Channel Ecosystem and Their Functions -- 4.1 Introduction -- 4.2 Brick-and-Mortar Intermediaries 4.3 New Digital Intermediaries -- 4.4 Support Service Providers -- 4.5 What's Different about Today's Channel Functions -- 4.5.1 The Critical Nature of Delivery and Returns -- 4.5.2 Increasingly Targeted Selling and Peer Persuasion -- 4.5.3 Location Means More, Not Less -- 4.5.4 Agglomeration Is Alive and Well -- 4.6 Conclusion -- Chapter 5 The Sources and Indicators of Power in the Channel -- 5.1 Introduction -- 5.2 Power in the Channel and Its Sources -- 5.2.1 How Social Psychologists and Economists Think about Power -- 5.2.2 Sources of Power in the Distribution Channel 5.3 Consumer Search Loyalty: The Ultimate Source of Power -- 5.3.1 Loyalty to the Brand or to the Channel? -- 5.3.2 Search Loyalty: Hard to Get, Harder to Measure in the Physical World -- 5.3.3 Fake It Till You Make It? -- 5.3.4 Is Loyalty a Dinosaur in the Digital World? -- 5.4 Economic Indicators of Power -- 5.4.1 Monopoly Power: The Lerner Index and Price Elasticity -- 5.4.2 Manufacturer versus Retailer Price Elasticity and How It Can Distort Power Assessment -- 5.4.3 Profitability as a Sign of Power -- 5.5 Conclusion -- Chapter 6 Using Power Without Using It Up -- 6.1 Introduction Distributionslogistik (DE-588)4150252-8 gnd rswk-swf Absatzweg (DE-588)4112445-5 gnd rswk-swf Mehrgleisiger Vertrieb (DE-588)4725388-5 gnd rswk-swf Mehrgleisiger Vertrieb (DE-588)4725388-5 s Distributionslogistik (DE-588)4150252-8 s Absatzweg (DE-588)4112445-5 s DE-604 Farris, Paul W. Verfasser (DE-588)142526290 aut Erscheint auch als Druck-Ausgabe, hardback 978-1-119-63288-7 |
| spellingShingle | Ailawadi, Kusum L. Farris, Paul W. Getting multi-channel distribution right Cover -- Title Page -- Copyright -- Contents -- About the Authors -- Acknowledgments -- Preface -- Chapter 1 Distribution Channels Today -- 1.1 Introduction -- 1.2 What Is New: Radical Changes in the Navigation of Distribution Channels -- 1.2.1 Changing Business Models -- 1.2.2 Omni-Channel Retailing -- 1.2.3 Data -- 1.2.4 Regulation -- 1.3 The Road Ahead -- Part I The Bedrock of Channel Functions, Power, and Conflict -- Chapter 2 Push, Pull, and Total Channel Performance -- 2.1 Introduction -- 2.2 An Organizing Framework Illustrated with Natura's Distribution Channel -- 2.2.1 Push 2.2.2 Pull -- 2.2.3 Supplier Inputs, Downstream Effects, and Channel Performance -- 2.3 Push-Pull Inputs and Downstream Effects in PepsiCo's Channel -- 2.4 Push and Pull for Services and Digital Channels -- 2.5 Beneficial and Harmful Feedback Loops in the Push-Pull System -- 2.6 Conclusion -- Chapter 3 Root Causes of Channel Conflict -- 3.1 Introduction -- 3.1.1 Examples of Channel Conflict -- 3.1.2 Myopia and Four Root Causes of Conflict that Strain the Partnership -- 3.2 Uncoordinated Pricing and Selling Effort -- 3.2.1 Double, Triple, and Quadruple Marginalization 3.2.2 Loss Leaders Have Their Own Problems -- 3.3 Over- and Under-Distribution -- 3.3.1 Under-Distribution -- 3.3.2 Over-Distribution -- 3.3.3 Competing with Your Customers -- 3.3.4 Unauthorized Distribution -- 3.4 Division of Work and Pay: Who Sold That? -- 3.4.1 The Case of Leather Italia: Functions Performed and Margin Earned -- 3.4.2 Free Riding on Showrooms, Webrooms, and Billboards -- 3.5 Adapting to Change: Where Does the Future Lie? -- 3.6 Conclusion -- Chapter 4 Middlemen in Today's Channel Ecosystem and Their Functions -- 4.1 Introduction -- 4.2 Brick-and-Mortar Intermediaries 4.3 New Digital Intermediaries -- 4.4 Support Service Providers -- 4.5 What's Different about Today's Channel Functions -- 4.5.1 The Critical Nature of Delivery and Returns -- 4.5.2 Increasingly Targeted Selling and Peer Persuasion -- 4.5.3 Location Means More, Not Less -- 4.5.4 Agglomeration Is Alive and Well -- 4.6 Conclusion -- Chapter 5 The Sources and Indicators of Power in the Channel -- 5.1 Introduction -- 5.2 Power in the Channel and Its Sources -- 5.2.1 How Social Psychologists and Economists Think about Power -- 5.2.2 Sources of Power in the Distribution Channel 5.3 Consumer Search Loyalty: The Ultimate Source of Power -- 5.3.1 Loyalty to the Brand or to the Channel? -- 5.3.2 Search Loyalty: Hard to Get, Harder to Measure in the Physical World -- 5.3.3 Fake It Till You Make It? -- 5.3.4 Is Loyalty a Dinosaur in the Digital World? -- 5.4 Economic Indicators of Power -- 5.4.1 Monopoly Power: The Lerner Index and Price Elasticity -- 5.4.2 Manufacturer versus Retailer Price Elasticity and How It Can Distort Power Assessment -- 5.4.3 Profitability as a Sign of Power -- 5.5 Conclusion -- Chapter 6 Using Power Without Using It Up -- 6.1 Introduction Distributionslogistik (DE-588)4150252-8 gnd Absatzweg (DE-588)4112445-5 gnd Mehrgleisiger Vertrieb (DE-588)4725388-5 gnd |
| subject_GND | (DE-588)4150252-8 (DE-588)4112445-5 (DE-588)4725388-5 |
| title | Getting multi-channel distribution right |
| title_auth | Getting multi-channel distribution right |
| title_exact_search | Getting multi-channel distribution right |
| title_exact_search_txtP | Getting multi-channel distribution right |
| title_full | Getting multi-channel distribution right Kusum L. Ailawadi, Paul W. Farris |
| title_fullStr | Getting multi-channel distribution right Kusum L. Ailawadi, Paul W. Farris |
| title_full_unstemmed | Getting multi-channel distribution right Kusum L. Ailawadi, Paul W. Farris |
| title_short | Getting multi-channel distribution right |
| title_sort | getting multi channel distribution right |
| topic | Distributionslogistik (DE-588)4150252-8 gnd Absatzweg (DE-588)4112445-5 gnd Mehrgleisiger Vertrieb (DE-588)4725388-5 gnd |
| topic_facet | Distributionslogistik Absatzweg Mehrgleisiger Vertrieb |
| work_keys_str_mv | AT ailawadikusuml gettingmultichanneldistributionright AT farrispaulw gettingmultichanneldistributionright |