... manufacturers achieve success in trade promotions by developing an equitable evaluation to contrast value- and experience-related promotions accounting for generalist and specialist retail strategies and direct and indirect channels. Trade promotions Retail sales Marketing channels Generalist retailer...

... Wiley & Sons   1998 . 386 pp. , ISBN: ISBN 047125 1666 Marketing channels Marketing communications Internet Direct marketing Someone said recently that there is more money being made from books telling people how to make money on the Web, than by firms actually profiting from...

...Ko de Ruyter; Martin Wetzels; Jos Lemmink States that providing quality customer service is increasingly regarded as an important basis for establishing and maintaining solid and long‐term relationships between manufacturers and distributors in marketing channels. Discusses the results...

..., articulated as four co‐ordination mechanisms for managerial application. © MCB UP Limited 1991 Marketing channels Marketing strategy Modelling ...

... was profitable and worth continuing. © MCB UP Limited 1991 Distribution channels Export Germany Marketing channels United Kingdom ...

...David J. Urban The concept of organisational development is an important one, but has yet to be applied to the marketing channel. The theory and practice of organisational development are examined and linked with their crucial needs in marketing channel research. The advantages of channel‐modified...

...R. Hedley Sanderson; Roderick J. Brodie; Arch G. Woodside An important consideration when designing new product services for a marketing channel is the extent to which the service should be differentiated to meet the requirements of alternative customer groups. This article is a report on whether...

...Bert Rosenbloom; Paul R. Warshaw The role concept has been largely ignored in recent marketing channels literature. The authors address this issue from the wholesaling perspective, conceptualising the wholesaler′s role in terms of six marketing functions that they perform for manufacturers...

... and grow. This article introduces trust as an important determinant of channel behaviour, indicates the importance of trust in co‐operative behaviour and presents the results of an introductory study on trust in marketing channels. © MCB UP Limited 1989 Co‐operation Distribution channels Trust...

... into the current state of consumer protection, hitherto not an issue in this country. © MCB UP Limited 1988 China Consumer Protection Marketing Channels Quality Consumer Protection in China: The Current The Current State of the Art State of the Art by Suk-ching Ho and Yat-ming Sin 41 Department...

...Jack J. Kasulis; Robert E. Spekman Focuses on ways in which channel co‐operation and co‐ordination can be improved and unnecessary dysfunctional conflict reduced. Maintains that the purpose herein is to provide a better understanding of power relationships in marketing channels so...

... detail. Concludes that there are lessons for the UK market in dealing with the USA and these should be used. © MCB UP Limited 1970 Marketing channels Supply‐chain management Channel relationships Distribution channels Managerial power Changing aspects of channel structure in America...