Getting multi-channel distribution right /

Mostrar otras versiones (1)

"A distribution channel is the chain of distributors, retailers, and other intermediaries through which a supplier's product reaches end consumers, implying a unidirectional movement of goods along a single route, from the point of production to the point of consumption. Even this simple d...

Descripción completa

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autores principales: Ailawadi, Kusum L. (Autor), Farris, Paul W. (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hoboken, New Jersey : John Wiley & Sons, Inc., [2020]
Temas:
Marketing channels.
Circuits de distribution.
BUSINESS & ECONOMICS / Distribution.
Marketing channels
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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

Ejemplares similares