Getting multi-channel distribution right:
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Hoboken, New Jersey
Wiley
[2020]
|
| Subjects: | |
| Online Access: | DE-858 DE-1050 DE-M347 |
| Physical Description: | 1 Online-Ressource (xxvii, 355 Seiten) |
| ISBN: | 9781119632917 9781119632900 9781119632894 |
Staff View
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| 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] | |
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| 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 | |
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| author | Ailawadi, Kusum L. Farris, Paul W. |
| author_GND | (DE-588)142526290 |
| author_facet | Ailawadi, Kusum L. Farris, Paul W. |
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| author_sort | Ailawadi, Kusum L. |
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| 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 |
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| illustrated | Not Illustrated |
| index_date | 2024-07-03T14:37:59Z |
| indexdate | 2025-04-10T12:01:29Z |
| institution | BVB |
| isbn | 9781119632917 9781119632900 9781119632894 |
| language | English |
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| oclc_num | 1164645602 |
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| owner_facet | DE-1050 DE-M347 DE-858 |
| physical | 1 Online-Ressource (xxvii, 355 Seiten) |
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| publishDate | 2020 |
| publishDateSearch | 2020 |
| publishDateSort | 2020 |
| publisher | Wiley |
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| 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 Absatzweg (DE-588)4112445-5 gnd rswk-swf Mehrgleisiger Vertrieb (DE-588)4725388-5 gnd rswk-swf Distributionslogistik (DE-588)4150252-8 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 Absatzweg (DE-588)4112445-5 gnd Mehrgleisiger Vertrieb (DE-588)4725388-5 gnd Distributionslogistik (DE-588)4150252-8 gnd |
| subject_GND | (DE-588)4112445-5 (DE-588)4725388-5 (DE-588)4150252-8 |
| 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 | Absatzweg (DE-588)4112445-5 gnd Mehrgleisiger Vertrieb (DE-588)4725388-5 gnd Distributionslogistik (DE-588)4150252-8 gnd |
| topic_facet | Absatzweg Mehrgleisiger Vertrieb Distributionslogistik |
| work_keys_str_mv | AT ailawadikusuml gettingmultichanneldistributionright AT farrispaulw gettingmultichanneldistributionright |