Request for consultation
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, environmental, and technological changes that have taken place within the industry.
- Increased emphasis on the role of technology in marketing channels.
- Increased emphasis on manning the supply chain.
- Increased coverage of global markets, and how currency fluctuations can affect pricing in multiple markets and pricing.
- The eighth edition has been heavily revised to bring the most up-to-date marketing channels coverage. Major influences in today's business models, such as green or sustainable marketing channels as well as major technology and communications breakthroughs, are included in this edition. The use of real companies relevant to students throughout the book, as well as in the cases in part 5, provides students with a dynamic and engaging learning experience.
- The chapter opening vignettes have been completely rewritten and updated for this new edition to stimulate the reader's interest and set the stage for the chapter. Opening vignettes include, Amazon.com, Gazelle, The Beatles distribution methods, Burger King's one dollar Whopper Junior, and more.
- This new edition brings the field of marketing channels to life through an abundance of all new examples, providing readers with the most current, real-world examples and content. There are a number of new examples in the area of services, business-to-business, and integrated channels.
- Through extensive use of case studies, students are provided the opportunity to see market channeling in action, with real companies. The text contains approximately twenty-five cases, of which about a third have been updated.
- Electronic and Sustainable Marketing: Chapter covering electronic marketing channels and sustainable business models has been heavily revised to reflect the integrated convergence of electronic and conventional channels as well as the advantages of a sustainable business model.
- Issues for Discussion: Mini-cases, found at the end of each chapter, reflect the most recent developments affecting marketing channels. These mini-cases use real-life examples; about half of these are completely new to this edition.
- Extensive References: Throughout the text, there are an extensive amount of references to marketing journals and literature in the field.
- Focus on Channels: The chapter opening vignettes stimulate the reader's interest with up-to-date examples that are relevant to today's students.
- Cases: Through extensive use of case studies, students are provided the opportunity to see market channeling in action with real companies.
1. Marketing Channel Concepts.
2. Marketing Channel Participants.
3. The Environment of Marketing Channels.
4. Behavioral Processes in Marketing Channels.
Part II: DEVELOPING THE MARKETING CHANNEL.
5. Strategy in Marketing Channels.
6. Designing Marketing Channels.
7. Selecting Channel Partners.
8. Target Markets and Channel Design Strategy.
Part III: MANAGING MARKETING CHANNELS.
9. Motivating the Channel Members.
10. Product Issues in Channel Management.
11. Pricing Issues in Channel Management.
12. Promotion in Marketing Channels.
13. Logistics and Supply Chain Management in Marketing Channels.
14. Evaluating Channel Member Performance.
Part IV: ADDITIONAL PERSPECTIVES ON MARKETING CHANNELS.
15. Online Channel Systems and Management.
16. Franchise Marketing Channels.
17. Marketing Channels for Services.
18. Global Marketing Channels.
Part V: CASES.
"The material is well organized and is well written with a very logical flow. I do not have to 'decipher' what the author is trying to say. I could quickly and easily read it and build a lecture around it." -- Stephanie Bibb, Chicago State University
"The content is exactly on target and follows a logical, organized flow – the primary reasons for adopting this text." -- Jeffrey Hittler, Indiana University