Marketing Channels  shows students how to design, develop, maintain and manage effective relationships among worldwide marketing channels to achieve sustainable competitive advantage by using strategic and managerial frames of reference.

This program will provide a better teaching and learning experience—for you and your students. Here’s how:

•  Bring Concepts to Life with a Global Perspective: Varied topics are covered, bringing in findings, practice, and viewpoints from multiple disciplines.
• Teach Marketing Channels in a More Flexible Manner: Chapters are organized in a modular format, may be read in any order, and re-organized.
• Keep your Course Current and Relevant: New examples, exercises, and research findings appear throughout the text.

Brief Contents

Part I Introduction

Chapter 1 Understanding Channel Strategies 1

Part II Designing Channel Strategies

Chapter 2 End-User Analysis: Segmenting and Targeting 34

Chapter 3 Channel Analysis: Auditing Marketing Channels 53

Chapter 4 Make-or-Buy Channel Analysis 95

Chapter 5 Designing Channel Structures and Strategies 125

Part III Channel Structures and Strategies

Chapter 6 Retailing Structures and Strategies 163

Chapter 7 Wholesaling Structures and Strategies 206

Chapter 8 Franchising Structures and Strategies 232

Chapter 9 Emerging Channel Structures and Strategies 264

Part IV Implementing Channel Strategies

Chapter 10 Managing Channel Power 290

Chapter 11 Managing Channel Conflict 320

Chapter 12 Managing Channel Relationships 351

Chapter 13 Managing Channel Policies and Legalities 382

Chapter 14 Managing Channel Logistics 418