Going to market : distribution systems for industrial products
Author(s)
Bibliographic Information
Going to market : distribution systems for industrial products
Harvard Business School Press, c1989
Available at 22 libraries
-
Research Institute for Economics & Business Administration (RIEB) Library , Kobe University図書
658.8-489s081000085669*
Note
Includes bibliographical references and index
Description and Table of Contents
Description
Peter Drucker once referred to the distribution infrastructure of business as "the economy's dark continent." Going to Market maps this territory for managers and scholars. The study approaches channel management as a marketing system and a key dimension of corporate strategy. Based on extensive field research on more than 50 companies, including IBM, GE, Control Data Corporation, and U.S. Steel, it considers channel issues related to sales organization, pricing, salesforce/reseller relationships, inter- and intrachannel rivalry, and gray markets. The book also discusses the historical and legal contexts for channel policies in the United States. Going to Market offers managers valuable guidance in this increasingly important aspect of competitive strategy.
by "Nielsen BookData"