Marketing Channels (6th Edition) [Paperback]

Anne T. Coughlan (Author), Erin Anderson (Author), Louis W. Stern (Author)

Book Description

Publication Date: January 3, 2001 | ISBN-10: 0130127728 | ISBN-13: 978-0130127723 | Edition: 6th

For one-quarter/semester, senior/graduate-level courses in Distribution Channels, Marketing Channels, or Marketing Systems. This best-selling text has a new look and a new author helping to keep this classic at the leading edge of Channels research. Using examples taken from all over the world, this text shows students how to design, develop, and maintain effective relationships among channel members to achieve sustainable competitive advantage by using both strategic and managerial frames of reference. It emphasizes strategies for planning, organizing, and controlling the alliances among the institutions, agencies, and in-house units that bring products and services to market. The text focuses on the way in which marketing channels can provide customer service-both for the end-users they serve and the organizations that comprise them.

Editorial Reviews

Review

"I think the author's writing style is very readable, understandable, and it is the appropriate level for my students." — Northern Arizona University reviewer

" [Marketing Channels is] up to date from a theoretical perspective....I found it stimulating and challenging." — Southern Illinois University reviewer

"I found the writing very clear and well done. It is appropriate for college students and the examples are interesting and apropos." — Quinnipiac University reviewer

"Strength of this book is that it is the definitive book on the subject matter...it provides the most thorough information that any book on the market." — Indiana State University reviewer

--This text refers to an alternate Paperback edition.

From the Publisher

The Fifth Edition of Marketing Channels shows readers how to design, develop and maintain effective relationships among channel members to achieve sustainable competitive advantage by using both strategic and managerial frames of reference. It emphasizes strategies for planning, organizing and controlling the alliances among the institutions, agencies and in-house units that bring products and services to market. The text focuses on the way in which marketing channels can provide customer service--both for the end-users they serve and the organizations that comprise them. --This text refers to an out of print or unavailable edition of this title.

See all Editorial Reviews

Product Details

• Paperback: 592 pages
• Publisher: Prentice Hall; 6th edition (January 3, 2001)
• Language: English
• ISBN-10: 0130127728
• ISBN-13: 978-0130127723
• Product Dimensions: 9.6 x 7.2 x 1.1 inches
• Shipping Weight: 2.3 pounds
• Average Customer Review: 4.2 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #162,829 in Books (See Top 100 in Books)
  • #15 in Books > Business & Investing > Management & Leadership > Distribution & Warehouse Management
  • #56 in Books > Business & Investing > Marketing & Sales > Marketing > Multilevel

Customer Reviews

Most Helpful Customer Reviews

20 of 23 people found the following review helpful:

5.0 out of 5 stars Outstanding book on marketing channel behavior., February 27, 1999

By A Customer

This review is from: Marketing Channels (Hardcover)

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.

5 of 5 people found the following review helpful:

5.0 out of 5 stars Theorical and Practical, January 9, 2003

By 

Hao Kuan Yu - See all my reviews
(REAL NAME)   

This review is from: Marketing Channels (6th Edition) (Paperback)

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!

3 of 3 people found the following review helpful:

5.0 out of 5 stars every CEO should read this book, February 8, 2006

By 

Julian Dent (London, England) - See all my reviews

This review is from: Marketing Channels (7th Edition) (Paperback)

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.