Strategic Marketing Channel Management,Bowersox

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The introductory chapters of the text lay a solid foundation of channel management,including a comprehensive discussion of the structures and participants.Following the introductory chapters,Strategic Marketing Channel Management covers three main topics:the process of designing and developing marketing and logistical channel arrangements:the management of these relationship in a competitive market; and the application of channel management principles to nontraditional situations. The text presents a comprehensive treatment of distribution channel concepts and practice and provides a strategic framework for managing the process of planning and implementing marketing channel arrangements. Key Features: The text presents a Comprehensive treatment of all participants in marketing channels including manufacture, wholesalers, retailers and a full range of service providers.Marketing channels are covered from a managerial or executive perspective in the text.To facilitate skill developments each part of the text is supported with five cases that focus on essentials of channels management discussed in the corresponding parts.The text addresses several aspects of channel management that are often neglected.Topics such as logistics,performance measurement, negotiation, international and service industries,are covered comprehensively.The text explores various aspects of developing and managing strategic alliance among firms engaged in interdenominational arrangements.

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: Donald Bowersox John H. McConnell Professor of Business Administration at Michigan State University. He received his Ph.D. in marketing at Michigan State and has worked with industry throughout his career. He the author of many publication in journals and proceedings, including Harvard Business Review and journal of Marketings. M. Bixby Cooper Associate Professor in the Department of Marketing and Supply Chain Management at Michigan State University. He is co author of three texts on distribution and logistics, including World Class Logistics: The Challenge of Managing Continuous Change published by the Council of Logistics Management and Strategic Marketing Channel Management published by McGraw Hill. His research has focused on logistics best practices in customer service and in performance measurement. He also served for four years on the Executive Board of the International Customer Service Association as Head of the Research and Education Committee. Table of Content: PART I: THE SCOPE OF MARKETING AND DISTRIBUTION CHANNELS Chapter 1. Marketing ChannelsChapter 2. Primary ParticipantsChapter 3. Specialized ParticipantsChapter 4. Channel Structure PART II: CHANNEL STRATEGY AND DESIGN Chapter 5. Enterprise PositioningChapter 6. Marketing DesignChapter 7. Logistics DesignChapter 8. Planning and Analysis Framework PART III: CHANNEL DEVELOPMENT AND MANAGEMENT Chapter 9. NegotiationChapter 10.Channel ManagementChapter 11.Performance Measurement PART IV: EXPANDED CHANNEL PERSPECTIVES Chapter 12.Channel DynamicsChapter 13.International and Service ChannelsChapter 14.Future Distribution Arrangements Cases