Retail and Marketing Channels (RLE Retailing and Distribution) [Hardcover]

Retailers 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.

List of tables.  List of figures.  Acknowledgements.  List of contributors.  Introduction.  Part 1. The structure of vertical relationships 1. Consumers behaviour and producer-distributor relationships in convenience goods markets Luca Pellegrini  2. Strategies to cope with retailer buying power Susan Segal-Horn and John McGee  3. Horizontal competition in retailing and the structure of manufacturer-retailer relationships John A. Dawson and Susan A. Shaw  4. Retail purchasing prices: theoretical and empirical viewpoints Roy Thurik, Vincent Dijk and Aad Kleijweg  5. Strategic interaction within a channel K. Sridhar Moorthy and Peter Fader  6. Impact of market characteristics on producer-distributor relationships Sudhir H. Kale  Part 2. Managing channel relationships 7. The wholesalers role in performing marketing functions: wholesaler versus manufacturer perceptionslÃ8