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.
TABLE OF CONTENTS
part I|114 pages
The structure of vertical relationships
chapter Chapter one|21 pages
Consumers' behaviour and producer—distributor relationships in convenience goods markets
chapter Chapter three|24 pages
Horizontal competition in retailing and the structure of manufacturer–retailer relationships
part II|80 pages
Managing channel relationships
chapter Chapter seven|21 pages
The wholesalers' role in performing marketing functions: wholesaler versus manufacturer perceptions
chapter Chapter eight|25 pages
Expectancy theory: a framework for analysing relationships between dependent yet autonomous channel members
chapter Chapter nine|15 pages
Model of franchisor market penetration in an area of dominant influence
chapter Chapter ten|17 pages
Multiple issue bargaining in marketing channels: an experimental test of Coleman's model
part III|116 pages
Marketing channel evolution