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Title: Marketing Channels (6th Edition) by Anne T. Coughlan, Erin Anderson, Louis W. Stern ISBN: 0-13-012772-8 Publisher: Prentice Hall Pub. Date: 03 January, 2001 Format: Hardcover Volumes: 1 List Price(USD): $124.00 |
Average Customer Rating: 5 (3 reviews)
Rating: 5
Summary: Theorical and Practical
Comment: This book, containing plenty of cases in accordance with each topic in every chapter, gives readers hand-on perception on how the theory exists within the business world. I especially love chapter 8:"Channel Power", which specifies 5 powers a manufacturer or distributor may owns and how to deploy them properly in different situation or period. While you read, the book keeps you thinking about your own business and desiring to apply these breakthrough knowledge tomorrow, great!
Rating: 5
Summary: A must-own resource for channel and supply-chain strategy
Comment: It's been said that experience is inevitable, but learning is not. The latest and greatest edition of the classic MBA textbook "Marketing Channels" offers distribution and marketing executives a chance to remedy that situation.
Anne and Erin, professors at the Kellogg School and INSEAD respectively, are the two lead authors. So be forewarned -- this is an academic textbook. It's challenging, rigorous, and thought provoking.
The sixth edition is organized around a comprehensive framework for channel strategy. Each chapter walks through a different element of the framework. This approach integrates a wide range of material while making it easy to sample just the strategic topics that are relevant to your business.
Here are a few of my favorite sections in this book:
- Chapter 3 describes a methodology for segmenting customers in a channel. (Namely, focus on how end-user customers buy and what value they seek from their channel. Don't simply measure which products they buy or who they are.)
- Chapters 7 and 10 present frameworks to analyze two common channel strategy decisions - Should we sell direct or use distributors? How many distributors should we authorize?
- Chapter 11 is a wonderful and practical synthesis of Erin's 20+ years of research on creating effective and profitable strategic alliances in distribution.
- Chapter 14 demonstrates how their channel strategy framework applies to electronic channels. (There are many excellent e-commerce examples throughout the book.)
- Chapter 15 provides a great overview of the fundamental issues facing the wholesale distribution channel. It's a dramatic improvement over previous editions of this book.
The book is also chock-full of detailed case studies and examples from a wide range of industries, both domestic and international.
Marketing Channels is a must-own for anyone who thinks strategically about marketing channels and supply chains. As both a channel strategy consultant and one of Erin's former students, I can personally vouch for the validity of their insights into channel strategy. You will not be disappointed by the quality and rigor of thinking in this book.
The book also has its own website , although there is not very much content on the site yet.
Rating: 5
Summary: Outstanding book on marketing channel behavior.
Comment: In a business world that is constantly changing, it is absolutely critical to understand the function and behavior of marketing channels -- that is, the roles that manufacturers, distributors, wholesalers, retailers, and consumers play in the channel of distribution. The businesses that understand these tenets will be able to adapt to changes in the marketplace, and those who do not, will ultimately fail.
This is the 5th edition of the original book that developed the theories that explain the structure and behavior of marketing channels. There is still nothing better. For those who understand the significance of channels, it provides a clear roadmap for the analysis of changes. For those who do not, it will explain channel member behavior and illuminate recent successes due to channel management (Walmart, Dell Computer), so that you can understand how the lessons can be applied to your business.
I recommend this book to all business managers, not just to read once, but to keep in your office and refer to often through the years in order to navigate the high seas of channel change.
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Title: Managing Channels of Distribution by Kenneth Rolnicki ISBN: 0814403352 Publisher: AMACOM Pub. Date: January, 1998 List Price(USD): $65.00 |
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Title: Channel Advantage, The by Lawrence Friedman, Tim Furey ISBN: 0750640987 Publisher: Butterworth-Heinemann Pub. Date: 01 June, 1999 List Price(USD): $36.95 |
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Title: Channel Champions: How leading companies build new strategies to serve customers by Steven Wheeler, Evan Hirsh ISBN: 0787950343 Publisher: Jossey-Bass Pub. Date: September, 1999 List Price(USD): $35.00 |
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Title: Go To Market Strategy: Advanced Techniques and Tools for Selling More Products to More Customers More Profitably by Lawrence G. Friedman ISBN: 0750674601 Publisher: Butterworth-Heinemann Pub. Date: 30 June, 2002 List Price(USD): $29.99 |
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Title:Channel Management by Patrick Forsyth ASIN: B00005UEOM Publisher: Capstone Publishing/John Wiley List Price(USD): $16.50 Comparison N/A, buy it from Amazon for $11.55 |
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