Marketing Channels (7th Edition) (Prentice Hall International Series in Marketing)

Marketing Channels (7th Edition) (Prentice Hall International Series in Marketing)
Average customer rating:

Best Distribution channels book around

every CEO should read this book

Theorical and Practical

Great update for a seminal book (REVIEW UPDATE: March 23, 2006)

Outstanding book on marketing channel behavior.

Marketing Channels (7th Edition) (Prentice Hall International Series in Marketing)
Anne Coughlan , Erin Anderson , Louis W. Stern , and Adel El-Ansary
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Hardcover

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Transforming Your Go-to-market Strategy: The Three Disciplines of Channel Management

Managing Channels of Distribution

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Channel Advantage, The

ASIN: 0131913468

Customer Reviews:

Best Distribution channels book around.......2006-07-05

Excellent book both in terms of framework and use of practical examples.Comprehensive coverage.Quite updated and international coverage due to the alliance with E. Anderson that teaches in Insead. The mix of the authors's background clearly enriches the book. Highly recommended and easy to see why it is in its 7th edition.

every CEO should read this book.......2006-02-08

This edition is really a significant leap forward with so many great examples bringing the framework and principles to life. All the other changes help to broaden the readership appeal and increase the book's usability.

For me, this is the definitive text in the emerging discipline of routes to market and is of tremendous value to channels managers, marketing managers and anyone responsible for their organisation's routes to market.

In fact, never mind the marketeers, every CEO should be required to read it.

Theorical and Practical.......2003-01-09

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!

Great update for a seminal book (REVIEW UPDATE: March 23, 2006).......2001-03-28

Marketing Channels is a must-own for any executive who thinks strategically about the way in which customers buy their company's products.

Like the sixth edition, the seventh 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.

The seventh edition continues the evolution of the book toward an approach well-grounded in the real-world economics of channels. Much of the content has been carried over from the sixth edition, although the book's structure is more streamlined. A lot of superfluous and outdated material from earlier editions has finally been cleaned up.

The chapter on vertical integration has been rightly moved into the "Channel Implementation" section. This is an outstanding chapter that provides a truly unique synthesis of marketing strategy and economic reasoning.

I have only two minor quibbles. One, the book is beginning to lag behind actual management practice. For instance, the discussion of margin vs. fee payments, new to the seventh edition, receives a scant four paragraphs. Two, the chapters on channel institutions (Retailing, Wholesaling, and Logistics) should either be expanded or more closely integrated with examples in the text. In addition, the data presented in these chapters are often out-of-date, in some cases by more than ten years.

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.

Outstanding book on marketing channel behavior........1999-02-27

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.

Supply Chain Management (3rd Edition)
Average customer rating:

A Brilliant Analysis of Three "Key" Interrelationships

Supply Chain Management (3rd Edition)
Sunil Chopra , and Peter Meindl
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Hardcover

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ASIN: 0131730428

Book Description

This book brings together the strategic role of the supply chain, key strategic drivers of supply chain performance, and the underlying tools and techniques for supply chain analysis. Students are able to articulate the strategic importance of supply chain thinking and support their ideas with evidence that can be built using models.

Customer Reviews:

A Brilliant Analysis of Three "Key" Interrelationships.......2007-08-08

As Sunil Chopra and Peter Meindl explain in their Preface, the purpose of their book is to help those who read it to "develop an understanding of the following key areas and their interrelationships: the strategic role of a supply chain, the key strategic drivers of supply chain performance, and [the] analytical methodologies for supply chain analysis." I think their material will be of greatest interest and value to executives who are now centrally involved in management of larger organizations' supply chains. However, I think their book will also be of substantial benefit to others who are directly or indirectly involved as strategic allies in those supply chains, those who can also help to ensure effective management of them.

Chopra and Meindl carefully organize their material as follows:

Part I: Building a Strategic Framework to Analyze Supply Chains
Part II: Designing the Supply Chain Network
Part III: Planning Demand and Supply in a Supply Chain
Part IV: Planning and Managing Inventories in a Supply Chain
Part V: Designing and Planning Transportation Networks
Part VI: Managing Cross-Functional Drivers in a Supply Chain

I was especially interested in the final part because one of the greatest challenges when establishing and then sustaining an effective supply chain is to take into full account the need to get all participants in proper alignment, especially when cross-functional resources to achieve to achieve mutually-beneficial results. In Part VI, Chopra and Meindl respond to questions such as these:

1. What is the role of sourcing?
2. How to achieve design collaboration?
3. What are the most important "drivers" of pricing and revenue management?
4. What is IT's role?
5. What does effective risk management require?
6. What are the major barriers to effective coordination?
7. How to build strategic partnerships and trust between and among stakeholders?

Many readers (I among them) will also appreciate the provision of a "Summary of Learning Objectives" and "Discussion Questions" at the conclusion of each of the 17 chapters. Credit Chopra and Meindl with fully achieving their objectives when they set out to write this book: To help their readers to understand the strategic role of a supply chain, the key strategic drivers of supply chain performance, and the analytic methodologies for supply chain analysis.

Bravo!

Supply Chain Management: Strategy, Planning, and Operations, Second Edition

Average customer rating:

A good solid supply chain basics book
Price too high
Good reference material for practitioners
Excellent book overall but...
Peter Meindl - The Godfather of modern supply chain mgt

Supply Chain Management: Strategy, Planning, and Operations, Second Edition
Sunil Chopra , and Peter Meindl
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Hardcover

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ASIN: 013101028X

Book Description

For advanced undergraduate and MBA courses in Supply Chain Management. This book brings together the strategic role of the supply chain, key strategic drivers of supply chain performance, and the tools and techniques for supply chain analysis. Every chapter gives suggestions that managers can use in practice and all methodologies are illustrated with an application in Excel. Fully updated material keeps the book on the forefront of supply chain management. Distribution networks (Chapter 4); Sourcing (Chapter 13), discusses different sourcing activities including supplier assessment, supplier contracts, design collaboration, and procurement; Price and revenue management (Chapter 15); Early coverage of designing the supply chain network—after developing a strategic framework, readers can discuss supply chain network design in Chapters 5 and 6 and then move on to demand, supply, inventory, and transportation planning; Information Technology in the Supply Chain (Chapter 17). For business professionals managing the supply chain.

Customer Reviews:

A good solid supply chain basics book.......2006-05-23

We use this book for supply chain training to new entrants at our firm. It is quite a good supply chain basics book - covering the topic in all its breadth. the coverage is perhaps a slightly less strategic and more technical than our needs - but that is understandable given the background of one of the authors. However, to be fair, it is the best book that we have found on supply chain management to get the people up to speed on the basics.

Price too high.......2004-08-25

What I got was a second Indian Reprint, it costs around $4 in India, but I had to pay around $35 (shippment not inlcuded in this amount)! What an arbitrage!

Good reference material for practitioners.......2003-02-17

I found this book to be a great source of reference for managers. It is not really a good teaching source, as I thought it already starts with a fair amount of assumed previous knowledge and jargon.

The sections that are most well developed are the ones on inventory management and transportation logistics, where I found examples that were directly applicable to situations I encountered in a retail environment. The portion on forecasting was not as useful, and the part on e-business seemed somewhat contrived. Overall, this is the best reference I have found that does not require a heavy amount of mathematical familiarity.

Excellent book overall but..........2003-01-08

I refered and used this book in 2 grad level courses. The first was a business school course on SCM (with an above average quantitative focus for a B-school course) and again for a fully quatitative SC Engineering course. While I was initially very impressed with the book, using this over 2 semesters has raised a few gripes.

For the qualitative issues on SCM {make no mistake, these 'fluff' aspects are very important} there is no other equal. Chopra and Meindl do an outstanding and comprehensive job. They also bring out the importance of using scientific, quantitative techniques for SCM. This however is where my gripes start.

Having brought out the importance of quantitative tools for use in SCM, they do only a moderate job on explaining these tools. For example, the chapter on forecasting (only the most simple and commonly used models are explained) is unnnecessarily complex and confusing. The topics covered are adequete but need revision. Treatment of inventory management also could be more detailed and better explained.

This is an excellent book but for more comprehensive learning (if you want an understanding of the quantitative aspects too), I think this book needs supplementing (say with course notes) or another book like "Modeling the Supply Chain" by Shapiro.

Peter Meindl - The Godfather of modern supply chain mgt.......2001-11-27

Written by one of the leading minds in the field, Peter Meindl of I2 technologies has a lot to teach. This is an excellent text and as a fellow Dallas/Ft. Worth resident, I would enjoy meeting him. If you are an MBA student with a concentration in Operations Management, this text should be required.

Meindl, a management team member of I2, has helped develop I2 into the undisputed champion in enterprise software. While SAP may have the market share with their archaic DOS based application, I2 has windows functionality and everything that matters. They have raised the bar with their supply chain knowledge, leading solutions, and collaborative knowledge in supply chain strategy. This text will give you a big step forward in becoming a Supply Chain leader.

Transforming Your Go-to-market Strategy: The Three Disciplines of Channel Management
Average customer rating:

MUST READ to manage distribution & product launch

A "must-read" for professional distributors and owners of businesses large and small

Thoughtful book on channel strategy

Transforming Your Go-to-market Strategy: The Three Disciplines of Channel Management
V. Kasturi Rangan , and Marie Bell
Manufacturer: Harvard Business School Press
ProductGroup: Book
Binding: Hardcover

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The Manager's Guide to Distribution Channels

Marketing Channels (7th Edition) (Prentice Hall International Series in Marketing)

ASIN: 1591397669

Book Description

Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately. Despite new technologies that have streamlined many transactions and processes, a general lack of leadership combined with flawed and deeply ingrained structures make distribution channels exceedingly difficult to change. What companies need, says V. Kasturi Rangan, is a new approach to going to market--channel stewardship--that simultaneously addresses customers' best interests and drives profits for all channel partners. In Transforming Your Go-to-Market Strategy, Rangan shows how any member of a distribution channel can adopt this role and learn how to shape an effective, constantly evolving, and mutually beneficial channel strategy. This book outlines three disciplines that companies must master to navigate the complex distribution environment successfully: map the industry channel, build and edit one's own channel continuously to best serve customers, and align and influence one's channel value chain to ensure that all parties reap appropriate rewards. Rangan also provides guidance on managing multiple channels, integrating the Internet into a channel strategy, and overcoming common barriers that impede transformation. A fresh approach to designing and managing channels for the long term, this book helps firms expand value for customers, partners, and the bottom line.

Customer Reviews:

MUST READ to manage distribution & product launch.......2007-05-28

The downside of this book is no color inside and that the Channel Stewardship concept in the book reveals so many opportunities for you in your business, you ask yourself - where do I begin to apply this & take advantage?

Also, the opportunity can be so big - that some readers may be intimidated. It can take years to move a company to implement Channel Stewardship fully - possibly a major change in mind-set.

Great use of multiple industry examples & action orientation / sequence of the chapters ! Your favorite chapter depends on where you & your company are now. For example, favorite chapter for me was #3 'Building & Editing the Value Chain'.

This book is a must read for business managers of products or services or retail. After reading the first 3 chapters, I ordered 10 more copies to give to key associates and started to organize workshops to implement some of the concepts as Global Head of Distribution in my company [Fortune 100].

A "must-read" for professional distributors and owners of businesses large and small.......2006-08-08

V. Kasturi Rangan (Malcolm P. McNair Professor of Marketing, Harvard Business School) presents Transforming Your Go-To-Market Strategy: The Three Disciplines of Channel Management, a guide to improving the distribution systems of one's company. Focusing on three core techniques - mapping industry channels, building and reshaping channels for optimum customer service, and aligning one's channel value chain - Transforming Your Go-To-Market Strategy presents the tools to turn around poor distribution and increase both sales and profits. A "must-read" for professional distributors and owners of businesses large and small.

Thoughtful book on channel strategy.......2006-06-27

I really enjoyed this book by Harvard Business School professor Kash Rangan. The authors advocate a disciplined approach to channel strategy that could generate superior returns in almost any industry. In my experience, most manufacturers neither develop careful channel maps nor do they assign executives senior enough to make significant channel resource commitments. As a result, the returns to channel stewardship should be available for any company willing to invest the time and effort.

A major strength of this book is the detailed examples provided in each chapter. Most business books simply provide very short case studies that always leave me wondering what really happened. Here, Rangan and Bell combine company stories with market data. Some of the examples are a bit dated, but that has the advantage of allowing the authors to describe the actual outcomes. The examples include both retail (B2C) and business-to-business channels, showing the strength of channels thinking. They even provide fresh insights into overdone examples such as Dell and Wal-Mart.

The only shortcoming is an over reliance on box-and-arrow diagrams. These are helpful when showing product and information flows within a channel system, but much less interesting when simply summarizing points made in the text.

I highly recommend this book to anyone with channel management responsibilities. This dense and challenging book will reward careful study.

Average customer rating:

Excellent book on designing a channel program
All you need to know about distribution channels !
Perfect for the begining marketer!
Everything You Need to Know and More
Excellent book

Managing Channels of Distribution
Kenneth Rolnicki
Manufacturer: AMACOM/American Management Association
ProductGroup: Book
Binding: Hardcover

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Marketing Channels (7th Edition) (Prentice Hall International Series in Marketing)

ASIN: 0814403352

Customer Reviews:

Excellent book on designing a channel program.......2004-02-26

It's an easy, quick read and sticks to all the pertinent information without adding unnecessary complexities. The author speaks from experience of the ins and outs of designing and managing the channel. He is able to cover strategy, tactics and theory as well as get down to the nitty gritty personal relationships and politics of being a "channel master".

If you are designing a channel program, this books is an excellent place to start.

All you need to know about distribution channels !.......2003-11-18

This book is a rare example on how it is easy to teach the concepts, show practical examples, and summarize everything in 250 pages without relying on unnecessary phrases and words that just repeat the same idea again and again and increase the size of the book to 1000 pages. The author provides detailed explanations on the structure and functioning of distribution channels and depicts a way to effectively build a succesful channel from scratch. He goes beyond the basic concepts to show additional and important information on antitrust laws and international distribution and competition.

I would recommend reading this book and keeping it as one of your reference books to consult whenever you're up to consider changes in the distribution system that arise because of competitive pressures, changes in customer behavior, or new product launches.

Perfect for the begining marketer!.......2000-12-13

This book is perfect for the person who does not even know where to start. It takes you through each stage of distribution, and how to evaluate what is best for your situation. An excellent buy when you need REAL answers.

Everything You Need to Know and More.......2000-01-13

Brilliant! I've been involved with industrial distribution for well over twenty years. Rolnicki has proven there is still much to be learned, considered and applied. Must reading for anyone that has anything to do with any channel of distribution.

Excellent book.......1999-09-25

A very sound, practical guide to channel management. It's one of maybe a half dozen books on the subject that should be part of the "core curriculum". -Larry Friedman author, "The Channel Advantage"

Marketing Channels: A Relationship Management Approach

Average customer rating:

some chapters in this book

Marketing Channels: A Relationship Management Approach
Lou E Pelton , David Strutton , and James R Lumpkin
Manufacturer: McGraw-Hill/Irwin
ProductGroup: Book
Binding: Hardcover

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ASIN: 0072895128

Book Description

This is the first text to use the relationship marketing perspective in the channels course. The authors have created a Channels Relationship Model (CRM), which is the guiding framework of the book. This book is a combination of text, cases, and readings. It contains coverage of global and ethical issues. Careful attention is paid to the pacing of material throughout the semester.

Customer Reviews:

some chapters in this book.......2001-10-09

can u send me the first seven chapters of this book , plz tell me how many chapters in this book .

The Manager's Guide to Distribution Channels

Average customer rating:

The Manager's Guide to Distribution Channels
Linda Gorchels , Edward J. Marien , and Chuck West
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Hardcover

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Channel Champions: How leading companies build new strategies to serve customers

ASIN: 0071428682

Book Description

Channel management has become one of the most important components of a firm's competitive strategy, with mistakes often costing companies millions--and channel managers their careers. The Manager's Guide to Distribution Channels provides managers and decision makers with proven tools and go-to-market strategies for refining channel strategies and managing distribution relationships. Self-assessment tools combine with realworld cases and examples to give managers a nontheoretical, balanced blend of thought-provoking insights and hands-on tactics.

Download Description

"Channel management has become one of the most important components of a firm's competitive strategy, with mistakes often costing companies millions--and channel managers their careers. The Manager's Guide to Distribution Channels provides managers and decision makers with proven tools and go-to-market strategies for refining channel strategies and managing distribution relationships. Self-assessment tools combine with realworld cases and examples to give managers a nontheoretical, balanced blend of thought-provoking insights and hands-on tactics. "

Principles of Supply Chain Management: A Balanced Approach

Average customer rating:

Principles of Supply Chain Management: A Balanced Approach
Joel D. Wisner , G. Keong Leong , and Keah-Choon Tan
Manufacturer: South-Western College Pub
ProductGroup: Book
Binding: Hardcover

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ASIN: 0324191871

Book Description

The coverage in SUPPLY CHAIN MANAGEMENT: A BALANCED APPROACH is balanced and uses a broad brush to encompass OM, purchasing, and distribution with a supply chain management focus and covers a great deal of content that isn't currently available. The book guides the reader through how all aspects of supply chain activity are accomplished effectively and efficiently.

Average customer rating:

The Best Managerial Channels Book

Marketing Channels: A Management View
Bert Rosenbloom
Manufacturer: South-Western College Pub
ProductGroup: Book
Binding: Hardcover

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Consumer Behavior with DDB Life Style StudyTM Data Disk
New Products Management (Mcgraw Hill/Irwin Series in Marketing)

ASIN: 0324186932

Book Description

Marketing Channels: A Management View, a market leader, is known to provide a management focus and managerial framework to the field of marketing channels. Theory, research, and practice are covered thoroughly and blended into a discussion that stresses decision making implications. This new edition reflects global, socio-cultural, and technological changes that have taken place within the industry.

Customer Reviews:

The Best Managerial Channels Book.......2001-03-06

I have taught executives and students from this text.

It is the best.

Book Description

Managing an independent sales force can be a major challenge--but, if it's done right, it can also be a powerful and lucrative sales strategy.

Now in its third edition, this classic guide uncovers a wealth of proven tips and strategies for developing a successful independent sales force that will dramatically increase sales and profits. The book explains how to: * Decide if an independent rep force is the right choice * Find, hire, and support a highly productive rep group * Integrate reps into a total market segmentation strategy * Manage reps without controlling them, and more. Plus, it includes completely new information on the changing relationships between customers and suppliers--and the impact these changes have had on sales channels

Customer Reviews:

Learn about Reps with a flavor of editorial bias.......2001-09-25

Novick digs into the do's and don'ts of selling through independent reps (his title is aptly used). Instead of focusing solely on the virtues of independent reps and how to implement their use into a marketing plan, he develops a kind of arguement of independent reps vs. direct selling. At each turn, instead of just giving a straight and open picture, he spends time exploring the pros and cons of both direct sales and reps. I think he made his case well in the first chapter, but he keeps revisiting the main argument, causing me to think that one of his book's main thesis' is, "Why independent reps are more effective than a direct sales force." Considering where his background is, one can easily see his bias.
Despite these marginal qualities, Novick possesses a great store of knowledge, which he gives to the reader of how to find, attract, and keep superior reps. Overall, a good book for the inquisitive marketer, but some parts are worth glossing over.

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