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Marketing Channels A Management View

by: Rosenbloom, Bert

Marketing Channels A Management View

by: Rosenbloom, Bert

ISBN 13:
9780324186932
ISBN 10:
0324186932
Edition: 7th
Format: Hardcover
Copyright: 07/16/2003
Publisher: South-Western College Pub
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Summary

Marketing Channels: A Management View, a market leader, is known to provide a management focus and managerial framework to the field of marketing channels. Theory, research, and practice are covered thoroughly and blended into a discussion that stresses decision making implications. This new edition reflects global, socio-cultural, and technological changes that have taken place within the industry.

part 1 Marketing Channel Systems 1

chapter 1 Marketing Channel Concepts

(28)

Learning Objectives

(1)

Focus on Channels

(1)

Growing Importance of Marketing Channels

(3)

Explosion of Information Technology and E-Commerce

(1)

Difficulty in Gaining Sustainable Competitive Advantage

(1)

Growing Power of Distributors

(1)

Need to Reduce Distribution Costs

(1)

The Marketing Channel Defined

(2)

Use of the Term Channel Manager

(1)

Marketing Channels and Marketing Management Strategy

(2)

Channel Strategy versus Logistics Management

(2)

Flows in Marketing Channels

(2)

Distribution through Intermediaries

(4)

Specialization and Division of Labor

(1)

Contactual Efficiency

(3)

Channel Structure

(4)

Ancillary Structure

(1)

Summary

(1)

Review Questions

(1)

Issues for Discussion

(3)

chapter 2 The Channel Participants

(42)

Learning Objectives

(1)

Focus on Channels

(1)

An Overview of the Channel Participants

(1)

Producers and Manufacturers

(4)

Intermediaries

(30)

Wholesale Intermediaries

(13)

Retail Intermediaries

(17)

Facilitating Agencies

(1)

Summary

(1)

Review Questions

(1)

Issues for Discussion

(3)

chapter 3 The Environment of Marketing Channels

(36)

Learning Objectives

(1)

Focus on Channels

(1)

The Marketing Channel and the Environment

(1)

The Economic Environment

(5)

Recession

(1)

Inflation

(2)

Deflation

(1)

Other Economic Issues

(1)

The Competitive Environment

(4)

Types of Competition

(3)

Competitive Structure and Channel Management

(1)

The Sociocultural Environment

(5)

Age Patterns of the Population

(1)

Changing Ethnic Mix

(1)

Educational Trends

(1)

Family or Household Structure

(1)

Changing Role of Women

(1)

The Technological Environment

(1)

The Internet and Electronic Marketing Channels

(4)

Scanners, Computerized Inventory Management, and Portable Computers

(2)

Electronic Data Interchange

(1)

Other Technological Innovations

(1)

The Legal Environment

(9)

Legislation Affecting Marketing Channels

(2)

Legal Issues in Channel Management

(7)

Summary

103

(1)

Review Questions

104

(1)

Issues for Discussion

105

(3)

chapter 4 Behavioral Processes in Marketing Channels

108

(41)

Learning Objectives

108

(1)

Focus on Channels

109

(1)

The Marketing Channel As a Social System

110

(1)

Conflict in the Marketing Channel

111

(15)

Conflict versus Competition

112

(1)

Causes of Channel Conflict

112

(8)

Managing Channel Conflict

120

(6)

Power in the Marketing Channel

126

(12)

Basis of Power for Channel Control

127

(6)

Using Power in the Marketing Channel

133

(5)

Role in the Marketing Channel

138

(1)

Communication Processes in the Marketing Channel

139

(4)

Behaviorial Problems in Channel Communications

140

(3)

Summary

143

(1)

Review Questions

144

(1)

Issues for Discussion

145

(4)

part 2 Developing the Marketing Channel

149

(120)

chapter 5 Strategy in Marketing Channels

150

(34)

Learning Objectives

150

(1)

Focus on Channels

151

(1)

Channel Strategy Defined

152

(1)

Marketing Channel Strategy and the Role of Distribution in Corporate Objectives and Strategy

153

(6)

Determining the Priority Given to Distribution

157

(2)

Marketing Channel Strategy and the Marketing Mix

159

(4)

Distribution Relevance to Target Market Demand

160

(1)

Competitive Parity in Other Marketing Mix Variables

161

(1)

Distribution Neglect and Competitive Vulnerability

162

(1)

Distribution and Synergy for the Channel

162

(1)

Channel Strategy and Designing in Marketing Channels

163

(5)

Differential Advantage and Channel Design

164

(1)

Positioning the Channel to Cain Differential Advantage

165

(3)

Channel Strategy and the Selection of Channel Members

168

(2)

Channel Strategy and Managing the Marketing Channel

170

(8)

Closeness of Channel Relationships

171

(2)

Motivation of Channel Members

173

(3)

Use of the Marketing Mix in Channel Management

176

(2)

Channel Strategy and the Evaluation of Channel Member Performance

178

(1)

Summary

178

(1)

Review Questions

179

(1)

Issues for Discussion

180

(4)

chapter 6 Designing the Marketing Channel

184

(38)

Learning Objectives

184

(1)

Focus on Channels

185

(1)

What is Channel Design?

186

(1)

Who Engages in Channel Design?

187

(1)

A Paradigm of the Channel Design Decision

187

(1)

Phase 1: Recognizing the Need for a Channel Design Decision

187

(2)

Phase 2: Setting and Coordinating Distribution Objectives

189

(3)

Becoming Familiar with Objectives and Strategies

190

(1)

Setting Explicit Distribution Objectives

190

(1)

Checking for Congruency

191

(1)

Phase 3: Specifying the Distribution Tasks

192

(2)

Phase 4: Developing Possible Alternative Channel Structures

194

(4)

Number of Levels

194

(2)

Intensity at the Various Levels

196

(1)

Types of Intermediaries

197

(1)

Number of Possible Channel Structure Alternatives

197

(1)

Phase 5: Evaluating the Variables Affecting Channel Structure

198

(8)

Market Variables

198

(3)

Product Variables

201

(2)

Company Variables

203

(1)

Intermediary Variables

204

(1)

Environmental Variables

205

(1)

Behavioral Variables

205

(1)

Phase 6: Choosing the "Best" Channel Structure

206

(10)

"Characteristics of Goods and Parallel Systems" Approach

206

(2)

Financial Approach

208

(1)

Transaction Cost Analysis Approach

209

(2)

Management Science Approaches

211

(2)

Judgmental-Heuristic Approaches

213

(3)

Summary

216

(2)

Review Questions

218

(1)

Issues for Discussion

218

(4)

chapter 7 Selecting the Channel Members

222

(24)

Learning Objectives

222

(1)

Focus on Channels

223

(1)

Channel Member Selection and Channel Design

224

(1)

The Selection Process

225

(1)

Finding Prospective Channel Members

225

(6)

Field Sales Organization

225

(1)

Trade Sources

226

(1)

Reseller Inquiries

226

(2)

Customers

228

(1)

Advertising

228

(1)

Trade Shows

228

(1)

Other Sources

229

(2)

Applying Selection Criteria

231

(5)

Generalized Lists of Criteria

231

(4)

Using Lists of Selection Criteria

235

(1)

Securing the Channel Members

236

(5)

Specific Inducements for Securing Channel Members

236

(5)

Summary

241

(1)

Review Questions

242

(1)

Issues for Discussion

242

(4)

chapter 8 Target Markets and Channel Design Strategy

246

(23)

Learning Objectives

246

(1)

Focus on Channels

247

(1)

A Framework for Market Analysis

248

(1)

Market Geography and Channel Design Strategy

249

(3)

Locating Markets

249

(3)

Market Size and Channel Design Strategy

252

(2)

Market Density and Channel Design Strategy

254

(2)

Market Behavior and Channel Design Strategy

256

(7)

When the Market Buys

256

(1)

Where the Market Buys

257

(2)

How the Market Buys

259

(2)

Who Buys

261

(2)

Summary

263

(1)

Review Questions

264

(1)

Issues for Discussion

264

(5)

part 3 Managing the Marketing Channel

269

(164)

chapter 9 Motivating the Channel Members

270

(34)

Learning Objectives

270

(1)

Focus on Channels

271

(2)

Finding Out the Needs and Problems of Channel Members

273

(7)

Approaches for Learning about Channel Member Needs and Problems

274

(6)

Offering Support to Channel Members

280

(16)

Cooperative Arrangements

281

(3)

Partnerships and Strategic Alliances

284

(7)

Distribution Programming

291

(5)

Providing Leadership to Motivate Channel Members

296

(2)

Summary

298

(2)

Review Questions

300

(1)

Issues for Discussion

300

(4)

chapter 10 Product Issues in Channel Management

304

(28)

Learning Objectives,

304

(1)

Focus on Channels

305

(2)

New Product Planning and Channel Management

307

(6)

Encouraging Channel Member Input into Product Planning

307

(1)

Fostering Channel Member Acceptance of New in Products

308

(3)

Fitting the New Product into Channel Member Assortments

311

(1)

Educating Channel Members about New Products

311

(1)

Making Sure New Products Are Trouble Free

312

(1)

The Product Life Cycle and Channel Management

313

(6)

The Introductory Stage and Channel Management

315

(1)

The Growth Stage and Channel Management

315

(2)

The Maturity Stage and Channel Management

317

(1)

The Decline Stage and Channel Management

318

(1)

Strategic Product Management and Channel Management

319

(5)

Product Differentiation and Channel Management

320

(1)

Product Positioning and Channel Management

321

(1)

Product line Expansion/Contraction and Channel Management

322

(2)

Trading Down, Trading Up, and Channel Management

324

(3)

Product Brand Strategy and Channel Management

325

(1)

Product Service Strategy and Channel Management

326

(1)

Summary

327

(1)

Review Questions

328

(1)

Issues for Discussion

329

(3)

chapter 11 Pricing Issues in Channel Management

332

(24)

Learning Objectives

332

(1)

Focus on Channels

333

(1)

Anatomy of Channel Pricing Structure

334

(4)

Guidelines for Developing Effective Channel Pricing Strategies

338

(6)

Profit Margins

339

(2)

Different Classes of Resellers

341

(1)

Rival Brands

341

(1)

Special Arrangements

342

(1)

Conventional Norms in Margins

342

(1)

Margin Variation on Models

343

(1)

Price Points

343

(1)

Product Variations

344

(1)

Other Issues in Channel Pricing

344

(7)

Exercising Control in Channel Pricing

344

(2)

Changing Price Policies

346

(1)

Passing Price Increases through the Channel

347

(1)

Using Price Incentives in the Channel

348

(1)

Dealing with the Gray Market and Free Riding

349

(2)

Summary

351

(1)

Review Questions

352

(1)

Issues for Discussion

353

(3)

chapter 12 Promoting through the Marketing Channel

356

(28)

Learning Objectives

356

(1)

Focus on Channels

357

(3)

Promotional Strategies and Channel Member Cooperation

360

(3)

Basic Push Promotional Strategies in Marketing Channels

363

(12)

Cooperative Advertising

364

(1)

Promotional Allowances

365

(3)

Slotting Fees

368

(1)

Displays and Selling Aids

369

(2)

In-store Promotions

371

(1)

Contests and Incentives

372

(1)

Special Promotional Deals and Merchandising Campaigns

372

(3)

"Kinder and Gentler" Push Promotion Strategies in Marketing Channels

375

(4)

Training Programs

376

(1)

Quota Specification

377

(1)

Missionary Selling

377

(1)

Trade Shows

378

(1)

Summary

379

(1)

Review Questions

380

(1)

Issues for Discussion

381

(3)

chapter 13 Logistics and Channel Management

384

(28)

Learning and Channel Management

384

(1)

Focus on Channels

385

(1)

The Role of Logistics

386

(2)

Logistics Systems, Costs, and Components

388

(6)

Transportation

389

(2)

Materials Handling

391

(1)

Order Processing

391

(1)

Inventory Control

392

(1)

Warehousing

393

(1)

Packaging

394

(1)

The Output of the Logistics System: Customer Service

394

(3)

Four Key Areas of Interface between Logistics and Channel Management

397

(10)

Defining Logistics Service Standards

398

(4)

Evaluating the Logistics Program

402

(1)

Selling the Channel Members on the Logistics Program

403

(3)

Monitoring the Logistics System

406

(1)

Summary

407

(1)

Review Questions

408

(1)

Issues for Discussion

409

(3)

chapter 14 Evaluating Channel Member Performance

412

(21)

Learning Objectives

412

(1)

Focus on Channels

413

(1)

Factors Affecting Scope and Frequency of Evaluations

414

(1)

Degree of Control

414

(1)

Importance of Channel Members

414

(1)

Nature of the Product

415

(1)

Number of Channel Members

415

(1)

Performance Evaluation versus Day-to-Day Monitoring

415

(1)

Channel Member Performance Audit

416

(14)

Developing Criteria

416

(8)

Applying Performance Criteria

424

(5)

Recommending Corrective Actions

429

(1)

Summary

430

(1)

Review Questions

430

(1)

Issues for Discussion

431

(2)

part 4 Additional Perspectives on Marketing Channels

433

chapter 15 Electronic Marketing Channels

434

(28)

Learning Objectives

434

(1)

Focus on Channels

435

(1)

Electronic Marketing Channels Defined

436

(1)

Structure of Electronic Marketing Channels

437

(5)

Disintermediation versus Reintermediation

437

(4)

Information Flow versus the Product Flow

441

(1)

Virtual Channel versus the Product Flow

441

(1)

Virtual Channel Structure versus Conventional Channel Structure

441

(1)

Developments and Trends in Electronic Marketing Channels

442

(6)

Profile of Online Shoppers

446

(1)

The Future of Online Shopping

447

(1)

Advantages and Disadvantages of Electronic Marketing Channels

448

(7)

Advantages of Electronic Marketing Channels

449

(2)

Disadvantages of Electronic Marketing Channels

451

(4)

Implications for Marketing Channel Strategy and Management

455

(2)

Objectives and Strategies of the Firm and Electronic Marketing Channels

455

(1)

Role of Electronic Marketing Channels in the Marketing Mix

455

(1)

Channel Design and Electronic Marketing Channels

456

(1)

Channel Member Selection and Electronic Marketing Channels

456

(1)

Channel Management and Electronic Marketing Channels

457

(1)

Evaluation Management and Electronic Marketing Channels

457

(1)

Summary

457

(2)

Review Questions

459

(1)

Issues for Discussion

459

(3)

chapter 16 Direct Selling and Direct Marketing Channel Systems

462

(26)

Learning Objectives

462

(1)

Focus on Channels

463

(1)

Direct Selling Channels

464

(11)

Structure and Trends in a Direct Selling

454

(15)

Rationale for Designing a Direct Selling Channel

469

(6)

Direct Marketing Channels

475

(8)

Structure and Trends in Direct Marketing

476

(4)

Rationale for Designing a Direct Marketing Channel

480

(3)

Summary

483

(2)

Review Questions

485

(1)

Issues for Discussion

485

(3)

chapter 17 Marketing Channels for Services

488

(18)

Learning Objectives

488

(1)

Focus on Channels

489

(1)

Special Characteristics of Services

490

(2)

Intangibility of Services

490

(1)

Inseparability of Services

491

(1)

Difficulty of Standardization

491

(1)

Customer Involvement in Services

491

(1)

Perishability of Services

492

(1)

Implications of Service Characteristics for Channel Management

492

(5)

Intangibility and Channel Management

492

(2)

Inseparability and Channel Management

494

(1)

Difficulty of Standardization and Channel Management

495

(1)

Customer involvement and Channel Management

496

(1)

Perishability of Services and Channel Management

497

(1)

Additional Perspectives on Marketing Channels for Services

497

(5)

Shorter Channels

497

(2)

Franchised Channels

499

(1)

Customization of Services

500

(1)

Channel Flows

501

(1)

Summary

502

(1)

Review Questions

502

(1)

Issues for Discussion

503

(3)

chapter 18 International Channel Perspectives

506

Learning Objectives

506

(1)

Focus on Channels

507

(1)

Environment of International Channel Control

508

(4)

Economic Factors and International Channels

509

(1)

Competitive Environment and International Channels

509

(1)

Sociocultural Environment and International Channels

510

(1)

Technological Environment and International Channels

511

(1)

Legal/Political Environment and International Channels

511

(1)

Behavioral Processes in International Channels

512

(1)

Designing International Channels

513

(5)

Indirect Exporting

514

(1)

Direct Exporting

515

(2)

Choosing the Appropriate Structure

517

(1)

Motivating International Channel Members

518

(6)

Finding Out Needs and Problems of Foreign Channel Members

519

(2)

Supporting Foreign Channel Members

521

(1)

Leading Foreign Marketing Channels

522

(2)

Summary

524

(1)

Review Questions

525

(1)

Issues for Discussion

526

part 5 Cases

(557)

Case 1: Saturn Motor Corporation

531

(2)

Case 2: Clark's Flower Shops

533

(3)

Case 3: Precision Electronics Corporation

536

(3)

Case 4: Plattsburgh Motor Service

539

(3)

Case 5: NTT DoCoMo

542

(3)

Case 6: Hassler & Howard Inc.: Manufacturers' Representatives

545

(4)

Case 7: Barnes and Noble College Bookstores

549

(3)

Case 8: Levi Strauss & Co.

552

(4)

Case 9: Snap-On Tools Corporation

556

(4)

Case 10: Star Chemical Company

560

(2)

Case 11: The Oliver Corporation

562

(2)

Case 12: Innovative Toys Inc.

564

(6)

Case 13: American Olean Tile Company

570

(3)

Case 14: ALDI

573

(4)

Case 15: Dunkin' Donuts Inc.

577

(3)

Case 16: Hyde-Phillip Chemical Company

580

(3)

Case 17: Ben & Jerry's Homemade, Inc.

583

(4)

Case 18: Bristol-Myers Squibb

587

(7)

Case 19: General Electric Company

594

(2)

Case 20: Libbey-Owens-Ford Company

596

(3)

Case 21: Koehring Company

599

(5)

Case 22: Simpson Timber

604

(4)

Case 23: Apple Computor Corp.

608

(2)

Case 24: Regis Corporation

610

(4)

Case 25: Avon Products Inc.

614

(2)

Appendix

616

(25)

Index

641

Amazon no longer offers textbook rentals. We do!

Marketing Channels A Management View

Marketing Channels A Management View

9780324186932

0324186932

Summary

Author Biography

Table of Contents

Supplemental Materials

Write a Review

Amazon no longer offers textbook rentals. We do!

Marketing Channels A Management View

Marketing Channels A Management View

9780324186932

0324186932

Summary

Author Biography

Table of Contents

Supplemental Materials

Write a Review

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