Retailer’s 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.
‘A valuable and welcome undergraduate textbook.’ Environment and Planning
‘Recommended unreservedly to managers and planners in the distributive trades and to all those who are concerned with the implications of current trends in the provision of shopping facilities.’ Retail Distribution and Management
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 perceptions Bert Rosenbloom 8. Expectancy theory: a framework for analysing relationships between dependent yet autonomous channel members Elizabeth K. LaFleur, Danny R. Arnold and Garry D. Smith 9. Model of franchisor market penetration in an area of dominant influence Patrick J. Kaufmann and V. Kasturi Rangan 10. Multiple issue bargaining in marketing channels: an experimental test of Coleman's model Duangtip Tantiwong and Sunil Gupta Part 3. Marketing channel evolution 11. Toward a strategic model of marketing channel evolution Marc Filser and Edward W. McLaughlin 12. From-home shopping: where is it leading? Eleanor G. May and Stephen A. Greyser 13. Cosumer store choice and retail competition A. Stewart Fotheringham 14. The impact of the charged balance of power from manufacturer to retailer in the UK packaged groceries market Leslie de Chernatony 15. Own labels: beliefs and reality Mark D. Uncles and Katrina Ellis 16. Department store concessions: strategic decisions and consumer reactions Peter J. McGoldrick