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AuthorPelton, Lou E
TitleMarketing channels : a relationship management approach / Lou E. Pelton, David Strutton and James R. Lumpkin
Imprint Boston, Mass. : McGraw-Hill/Irwin, c2002
Edition 2nd ed
Descript xxvi, 514 p


Part 1: Marketing channels framework -- Marketing channels: information-driven, customer-steered -- Channel roles in a virtual marketplace -- Attaining competitive advantage through channel design -- Marketing mix and relationship marketing -- Part 2: Channel exosystems -- Managing uncertainty in the channel environment -- Channel relationships in the global village -- Legal and ethical imperatives in channel relationships -- Part 3: Channel microsystems -- Conflict resolution strategies -- Information systems and relational logistics -- Developing positive channel relationships -- Part 4: Channel mesosystem -- Transaction costs and vertical marketing systems nchising in the global economy -- Developing long-term value -- Strategic partnering agreements

Marketing channels Relationship marketing

Language Institute Library658.84 P393MSTAFF ONLY
Sasin Library658.84 P393M 2002CHECK SHELVES

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