Retail and Marketing Channels (RLE Retailing and Distribution) by Srinivas K. ReddyRetail and Marketing Channels (RLE Retailing and Distribution) by Srinivas K. Reddy

Retail and Marketing Channels (RLE Retailing and Distribution)

EditorSrinivas K. Reddy, Luca Pellegrini

Hardcover | September 8, 2012

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Retailer's buying power has significantly increased in recent years as a result of a process of market concentration. As vertical relationships in marketing channels have strengthened their influence over the shape of the industry, the producer-distributor relationship has become more central to an understanding of both marketing practice and the conduct and performance of consumer goods industries.

This comprehensive and detailed book covers the theory and practice of national and international retail and marketing channels. It provides a structural overview of the producer-distributor relationship as well as analyses of specific aspects of channel control and management. Finally, the book assesses the implications of new developments in the evolution of marketing channels.

First published 1989.

Title:Retail and Marketing Channels (RLE Retailing and Distribution)Format:HardcoverDimensions:352 pages, 9.21 × 6.14 × 0.98 inPublished:September 8, 2012Publisher:Taylor and FrancisLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0415540399

ISBN - 13:9780415540391


Table of Contents

List of tables.  List of figures.  Acknowledgements.  List of contributors.  Introduction. Part 1. The structure of vertical relationships 1. Consumers' behaviour and producer-distributor relationships in convenience goods marketsLuca Pellegrini  2. Strategies to cope with retailer buying powerSusan Segal-Horn and John McGee  3. Horizontal competition in retailing and the structure of manufacturer-retailer relationshipsJohn A. Dawson and Susan A. Shaw  4. Retail purchasing prices: theoretical and empirical viewpointsRoy Thurik, Vincent Dijk and Aad Kleijweg  5. Strategic interaction within a channelK. Sridhar Moorthy and Peter Fader  6. Impact of market characteristics on producer-distributor relationshipsSudhir H. Kale Part 2. Managing channel relationships 7. The wholesalers' role in performing marketing functions: wholesaler versus manufacturer perceptionsBert Rosenbloom  8. Expectancy theory: a framework for analysing relationships between dependent yet autonomous channel membersElizabeth K. LaFleur, Danny R. Arnold and Garry D. Smith  9. Model of franchisor market penetration in an area of dominant influencePatrick J. Kaufmann and V. Kasturi Rangan  10. Multiple issue bargaining in marketing channels: an experimental test of Coleman's modelDuangtip Tantiwong and Sunil Gupta Part 3. Marketing channel evolution 11. Toward a strategic model of marketing channel evolutionMarc Filser and Edward W. McLaughlin  12. From-home shopping: where is it leading?Eleanor G. May and Stephen A. Greyser  13. Cosumer store choice and retail competitionA. Stewart Fotheringham  14. The impact of the charged balance of power from manufacturer to retailer in the UK packaged groceries marketLeslie de Chernatony  15. Own labels: beliefs and realityMark D. Uncles and Katrina Ellis  16. Department store concessions: strategic decisions and consumer reactionsPeter J. McGoldrick

Editorial Reviews

¿A valuable and welcome undergraduate textbook.¿ Environment and Planning

¿Recommended unreservedly to managers and planners in the distributive trades and to all those who are concerned with the implications of current trends in the provision of shopping facilities.¿ Retail Distribution and Management