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Louis W. Stern , Northwestern University
Adel El-Ansary , University of North Florida
Anne Coughlan , Northwestern Unversity

Published November 1995 by Prentice Hall Business Publishing

Copyright 1996, 576 pp. Cloth ISBN 0-13-205865-1

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.

• NEW-provides an even stronger focus on design and strategic issues, viewing channel management as the implementation of management strategies for high-performance channel relationships.

  • provides an integrative framework covering a wide variety of perspectives and approaches to take in teaching courses on marketing channels.

• NEW-thoroughly revised and updated to reflect the rapidly changing environment of marketing channels changes include:

  • Chapter 1-adds a new appendix cataloging over 50 different distribution formats.

  • Chapter 6 and 7-switched positions to allow for a more logical flow of subject matter.

  • Chapter 6-adds a new discussion of outsourcing in addition to other key means for organizing channel resources.

  • Chapter 8-totally revised and recast, now examining channel policy issues and the legal ramifications of channel member decisions regarding those issues.

  • Chapter 9 (from 4/E)-absorbed into previous chapters, particularly Chapter 7.

  • Chapter 9 (Ch. 10 in 4/E)-rewritten to deal with the impact of information technology on channel flows, structure, management and performance.

  • Chapter 10 (Ch. 11 in 4/E)-revised and updated with added emphasis on activity-based costing in the channel.

  • Chapter 11 (Ch. 12 in 4/E)-updated and revised to reflect the vast changes in the international business environment.

  • Chapter 13 (from 4/E)-eliminated in favor of integrating the treatment of marketing channels for services throughout the text, especially in Chapters 2 and 3.

• Details theoretical and analytical frameworks that underline the channel management process.

• Discusses the major forces in current distribution practice to support theoretical principles with actual real-world practices.

  I. AN OVERVIEW.

  1. Marketing Channels: Structure, Functions and Relationships.
  II. CHANNEL STRUCTURE.

  2. Retailing: Critical Elements and Strategic Issues.
  3. Channel Intermediaries: Wholesaling.
  4. Logistics of Distribution: Structure and Strategy.
  III. CHANNEL DESIGN AND PLANNING.

  5. Channel Planning: Designing Channel Systems.
  6. Organizational Patterns in Marketing Channels.
  IV. CHANNEL MANAGEMENT.

  7. Managing Marketing Channels.
  8. Marketing Channel Policies and Potential Legal Constraints.
  9. Information Systems and Channel Management.
  10. Assessing Marketing Channel Performance.
  V. INTERNATIONAL DIMENSIONS.

  11. International Marketing Channels.
  Index.