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BL
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| Record Number
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875035
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| Main Entry
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Rosenbloom, Bert.
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| Title & Author
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Marketing channels : : a management view /\ Bert Rosenbloom.
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| Edition Statement
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8th ed.
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| Publication Statement
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Australia ;Mason, OH :: South-Western Cengage Learning,, ©2013.
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| Page. NO
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xxiii, 664 pages :: illustrations ;; 26 cm
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| ISBN
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0324316984
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: 9780324316988
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| Bibliographies/Indexes
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Includes bibliographical references and indexes.
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| Contents
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Machine generated contents note: ch. 1 Marketing Channel Concepts -- Learning Objectives -- Focus on Channels -- The Multi-Channel Challenge -- An Optimal Multi-Channel Mix -- Multi-Channel Synergies -- Avoiding Multi-Channel Conflict -- Sustainable Competitive Advantage and Multi-Channel Strategy -- The Marketing Channel Defined -- Use of the Term Channel Manager -- Marketing Channels and Marketing Management Strategy -- Channel Strategy versus Logistics Management -- Flows in Marketing Channels -- Distribution through Intermediaries -- Specialization and Division of Labor -- Contactual Efficiency -- Channel Structure -- Ancillary Structure -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 2 The Channel Participants -- Learning Objectives -- Focus on Channels -- An Overview of the Channel Participants -- Producers and Manufacturers -- Intermediaries -- Wholesale Intermediaries -- Retail Intermediaries
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Note continued: ch. 7 Selecting the Channel Members -- Learning Objectives -- Focus on Channels -- Channel Member Selection and Channel Design -- The Selection Process -- Finding Prospective Channel Members -- Field Sales Organization -- Trade Sources -- Resetler Inquiries -- Customers -- Advertising -- Trade Shows -- Other Sources -- Applying Selection Criteria -- Generalized Lists of Criteria -- Using Lists of Selection Criteria -- Securing the Channel Members -- Specific Incentives tor Securing Channel Members -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 8 Target Markets and Channel Design Strategy -- Learning Objectives -- Focus on Channels -- A Framework for Market Analysis -- Market Geography and Channel Design Strategy -- Locating Markets -- Market Size and Channel Design Strategy -- Market Density and Channel Design Strategy -- Market Behavior and Channel Design Strategy -- When Customers Buy -- Where Customers Buy
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Note continued: Competitive Parity in Other Marketing Mix Variables -- Distribution Neglect and Competitive Vulnerability -- Distribution and Synergy for the Channel -- Channel Strategy and Designing Marketing Channels -- Differential Advantage and Channel Design -- Positioning the Channel to Gain Differential Advantage -- Channel Strategy and the Selection of Channel Members -- Channel Strategy and Managing the Marketing Channel -- Closeness of Channel Relationships -- Motivation of Channel Members -- Use of the Marketing Mix in Channel Management -- Channel Strategy and the Evaluation of Channel Member Performance -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 6 Designing Marketing Channels -- Learning Objectives -- Focus on Channels -- What Is Channel Design? -- Who Engages in Channel Design? -- A Paradigm of the Channel Design Decision -- Phase 1: Recognizing the Need for a Channel Design Decision
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Note continued: Disadvantages of Electronic Marketing Channels -- Implications for Marketing Channel Strategy and Management -- Objectives and Strategies of the Firm and Electronic Marketing Channels -- Role of Electronic Marketing Channels in the Marketing Mix -- Channel Design and Electronic Marketing Channels -- Channel Member Selection and Electronic Marketing Channels -- Channel Management and Electronic Marketing Channels -- Evaluation and Electronic Marketing Channels -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 16 Franchise Marketing Channels -- Learning Objectives -- Focus on Channels -- Franchise Marketing Channels -- Franchise Channels Concepts and Terminology -- Franchise -- Franchise Channel Structure -- Franchising -- Franchise Fee -- Royalty Fee -- Scope and Importance of Franchise Channels -- Rationale for Franchise Marketing Channels -- Some Downsides of Franchise Channels -- Downsides for the Franchisor
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Note continued: Downsides for the Franchisee -- Channel Management Implications of Franchise Channels -- Channel Design and Franchise Channels -- Selection of Franchise Channel Members -- Motivation of Franchisees -- Managing the Marketing Mix in Franchise Channels -- Evaluating Franchisee Performance -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- Appendix A Dunkin' Donuts Incorporated Franchise Agreement -- ch. 17 Marketing Channels for Services -- Learning Objectives -- Focus on Channels -- Special Characteristics of Services -- Intangibility of Services -- Inseparability of Services -- Difficulty of Standardization -- Customer Involvement in Services -- Perishability of Services -- Implications of Service Characteristics for Channel Management -- Intangibility and Channel Management -- Inseparability and Channel Management -- Difficulty of Standardization and Channel Management -- Customer Involvement and Channel Management
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Note continued: How Customers Buy -- Who Buys -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 9 Motivating the Channel Members -- Learning Objectives -- Focus on Channels -- Finding Out the Needs and Problems of Channel Members -- Approaches for Learning About Member Needs and Problems -- Offering Support to Channel Members -- Cooperative Arrangements -- Partnerships and Strategic Alliances -- Distribution Programming -- Providing Leadership to Motivate Channel Members -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 10 Product Issues in Channel Management -- Learning Objectives -- Focus on Channels -- New Product Planning and Channel Management -- Encouraging Channel Member Input for New Product Planning -- Fostering Channel Member Acceptance of New Products -- Fitting the New Product into Channel Member Assortments -- Educating Channel Members about New Products
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Note continued: Importance of Channel Members -- Nature of the Product -- Number of Channel Members -- Performance Evaluation versus Day-to-Day Monitoring -- Channel Member Performance Audit -- Developing Criteria -- Applying Performance Criteria -- Recommending Corrective Actions -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 15 Electronic Marketing Channels -- Learning Objectives -- Focus on Channels -- Electronic Marketing Channels Defined -- Structure of Electronic Marketing Channels -- Disintermediation versus Reintermediation -- Information Flow versus the Product Flow -- Virtual Channel Structure versus Conventional Channel Structure -- Developments and Trends in Electronic Marketing Channels -- Mobile Electronic Channels -- Electronic Channels on Social Network Sites -- Advantages and Disadvantages of Electronic Marketing Channels -- Advantages of Electronic Marketing Channels
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Note continued: Making Sure New Products Are Trouble-Free -- The Product Life Cycle and Channel Management -- The Introductory Stage and Channel Management -- The Growth Stage and Channel Management -- The Maturity Stage and Channel Management -- The Decline Stage and Channel Management -- Strategic Product Management and Channel Management -- Product Differentiation and Channel Management -- Product Positioning and Channel Management -- Product Line Expansion/Contraction and Channel Management -- Trading Down, Trading Up and Channel Management -- Product Brand Strategy and Channel Management -- Product Service Strategy and Channel Management -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 11 Pricing Issues in Channel Management -- Learning Objectives -- Focus on Channels -- Anatomy of Channel Pricing Structure -- Guidelines for Developing Effective Channel Pricing Strategies -- Profit Margins -- Different Classes of Resellers
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Note continued: Missionary Selling -- Trade Shows -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 13 Logistics and Channel Management -- Learning Objectives -- Focus on Channels -- The Role of Logistics -- Logistics Systems, Components and Costs -- Transportation -- Materials Handling -- Order Processing -- Inventory Control -- Warehousing -- Packaging -- The Output of the Logistics System: Customer Service and Competitive Advantage -- Four Key Areas of Interface between Logistics and Channel Management -- Defining Logistics Service Standards -- Evaluating the Logistics Program -- Selling the Channel Members on the Logistics Program -- Monitoring the Logistics System -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 14 Evaluating Channel Member Performance -- Learning Objectives -- Focus on Channels -- Factors Affecting Scope and Frequency of Evaluations -- Degree of Control
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Note continued: Perishability of Services and Channel Management -- Additional Perspectives on Marketing Channels for Services -- Shorter Channels -- Franchise Channels -- Customization of Services -- Channel Flows -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 18 International Channel Perspectives -- Learning Objectives -- Focus on Channels -- Environment of International Channel Management -- Economic Factors and International Channels -- Competitive Environment and International Channels -- Sociocultural Environment and International Channels -- Technological Environment and International Channels -- Legal/Political Environment and International Channels -- Behavioral Processes in International Channels -- Designing International Channels -- Indirect Exporting -- Direct Exporting -- Choosing the Appropriate Structure -- Motivating International Channel Members -- Finding Out Needs and Problems of Foreign Channel Members
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Note continued: Phase 2: Setting and Coordinating Distribution Objectives -- Becoming familiar with Objectives and Strategies -- Setting Explicit Distribution Objectives -- Checking for Congruency -- Phase 3: Specifying the Distribution Tasks -- Phase 4: Developing Possible Alternative Channel Structures -- Number of Levels -- Intensity at the Various Levels -- Types of Intermediaries -- Number of Possible Channel Structure Alternatives -- Phase 5: Evaluating the Variables Affecting Channel Structure -- Market Variables -- Product Variables -- Company Variables -- Intermediary Variables -- Environmental Variables -- Behavioral Variables -- Phase 6: Choosing the "Best" Channel Structure -- "Characteristics of Goods and Parallel Systems" Approach -- Financial Approach -- Transaction Cost Analysis Approach -- Management Science Approaches -- Judgmental-Heuristic Approach -- Summary -- Review Questions -- Channel Issues for Discussion -- References
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Note continued: References -- ch. 4 Behavioral Processes in Marketing Channels -- Learning Objectives -- Focus on Channels -- The Marketing Channel as a Social System -- Conflict in the Marketing Channel -- Conflict versus Competition -- Causes of Channel Conflict -- Managing Channel Conflict -- Power in the Marketing Channel -- Bases of Power for Channel Control -- Using Power in the Marketing Channel -- Role in the Marketing Channel -- Communication Process in the Marketing Channel -- Behavioral Problems in Channel Communications -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 5 Strategy in Marketing Channels -- Learning Objectives -- Focus on Channels -- Channel Strategy Defined -- Marketing Channel Strategy and the Role of Distribution in Corporate Objectives and Strategy -- Determining the Priority Given to Distribution -- Marketing Channel Strategy and the Marketing Mix -- Distribution Relevance to Target Market Demand
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Note continued: Retailers' Growing Power in Marketing Channels -- Distribution Tasks Performed by Retailers -- Facilitating Agencies -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 3 The Environment of Marketing Channels -- Learning Objectives -- Focus on Channels -- The Marketing Channel and the Environment -- The Economic Environment -- Recession -- Inflation -- Deflation -- Other Economic Issues -- The Competitive Environment -- Types of Competition -- Competitive Structure and Channel Management -- The Sociocultural Environment -- Other Sociocultural Forces -- The Technological Environment -- Electronic Data Interchange -- Scanners, Computerized Inventory Management, and Handheld Computers -- The Digital Revolution and Smartphones -- RFID -- Cloud Computing -- The Legal Environment -- Legislation Affecting Marketing Channels -- Legal Issues in Channel Management -- Summary -- Review Questions -- Channel Issues for Discussion
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Note continued: Rival Brands -- Special Pricing Deals -- Conventional Norms in Margins -- Margin Variation on Models -- Price Points -- Product Variations -- Other Issues in Channel Pricing -- Exercising Control in Channel Pricing -- Changing Price Policies -- Passing Price Increases through the Channel -- Dual Channel Pricing -- Using Price Incentives in the Channel -- Dealing with the Gray Market and Free Riding -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- ch. 12 Promotion through the Marketing Channel -- Learning Objectives -- Focus on Channels -- Basic Push Promotion Strategies in Marketing Channels -- Cooperative Advertising -- Promotional Allowances -- Slotting Fees -- Displays and Selling Aids -- In-store Promotion Events -- Contests and Incentives -- Special Promotional Deals and Merchandising Campaigns -- "Kinder and Gentler" Push Promotion Strategies in Marketing Channels -- Training Programs -- Quota Specification
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Note continued: Supporting Foreign Channel Members -- Leading Foreign Marketing Channels -- Summary -- Review Questions -- Channel Issues for Discussion -- References -- Case 1: JCPenney -- Case 2: Microsoft Retail Stores -- Case 3: Clark's Flower Shops -- Case 4: Precision Electronics Corporation -- Case 5: Hyde-Phillip Chemical Company -- Case 6: Plattsburgh Motor Service -- Case 7: Motorsports -- Case 8: Hassler & Howard Inc.: Manufacturers' Representatives -- Case 9: Barnes & Noble College Bookstores -- Case 10: Snap-on Tools Corporation -- Case 11: Star Chemical Company -- Case 12: Innovative Toys Inc. -- Case 13: Intermec, Inc. -- Case 14: American Olean Tile Company -- Case 15: ALDI -- Case 16: Dunkin' Donuts Inc. -- Case 17: Ben & Jerry's -- Case 18: McDonald's -- Case 19: Nespresso -- Case 20: Bristol-Myers Squibb -- Case 21: General Electric Company -- Case 22: Caterpillar Logistics Services, Inc. -- Case 23: Koehring Company -- Case 24: SESAC
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| Abstract
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This book provides a management focus and managerial framework to the field of marketing channels.
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| Subject
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Marketing channels-- Management.
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| Subject
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Marketing channels.
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| Subject
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Absatzweg
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| Subject
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Marketing channels-- Management.
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| Subject
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Marketing channels.
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| Subject
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Marketing
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| Dewey Classification
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658.8/7
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| LC Classification
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HF5415.129.R67 2013
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