Going to Market - Hardcover

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

Hardcover

ISBN 10: 087584202X ISBN 13: 9780875842028

Verlag: Harvard Business Review Press, 1989

Inhaltsangabe

Discusses the design and management of distribution systems, and looks at sales organization, pricing, gray markets, and sales force-reseller relationships

Über diesen Titel

Reseña del editor

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.

Details zur Ausgabe

• Verlag: Harvard Business Review Press
• Erscheinungsdatum: 1989
• Sprache: Englisch
• ISBN 10: 087584202X
• ISBN 13: 9780875842028
• Einband: Tapa dura
• Anzahl der Seiten: 500
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar