Articles liés à Going to Market: Distribution Systems for Industrial...

Going to Market: Distribution Systems for Industrial Products - Couverture rigide

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

 
9780875842028: Going to Market: Distribution Systems for Industrial Products
Couverture rigide
ISBN 10 : 087584202X ISBN 13 : 9780875842028
Editeur : Harvard Business Review Press, 1989

Synopsis

Book by Corey E Raymond Cespedes Frank V Rangan V Kasturi

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Book 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.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Harvard Business Review Press
Date d'édition
1989
Langue
anglais
ISBN 10 
087584202X
ISBN 13 
9780875842028
Reliure
Relié
Nombre de pages
500
Coordonnées du fabricant
non disponible
Personne responsable
non disponible