Going to market : distribution systems for industrial products

Author(s)

• Corey, E. Raymond
• Cespedes, Frank V.
• Rangan, V. Kasturi

Bibliographic Information

Going to market : distribution systems for industrial products

E. Raymond Corey, Frank V. Cespedes, V. Kasturi Rangan ; research associates, Bobbi Carrey ... [et al.]

Harvard Business School Press, c1989

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"

Details

• NCID: BA07291481
• ISBN:
  • 087584202X
• LCCN: 89001769
• Country Code: us
• Title Language Code: eng
• Text Language Code: eng
• Place of Publication: Boston, Mass.
• Pages/Volumes: xxxvi, 394 p.
• Size: 25 cm
• Classification:
  • LCC : HF5415.129
  • DC19 : 658.8/02
• Subject Headings:
  • LCSH : Marketing channels
  • LCSH : Industrial marketing
  • LCSH : Marketing channels -- United States
  • LCSH : Industrial marketing -- United States