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Author:

Rangan, V. Kasturi.

Title:

Transforming your go-to-market strategy : the three disciplines of channel management / V. Kasturi Rangan ; with the research assistance of Marie Bell.

Publisher:

Harvard Business School Press,

Copyright Date:

c2006

Description:

x, 289 p. : ill. ; 25 cm.

Subject:

Marketing channels--Management.
Business logistics.
Physical distribution of goods.

Notes:

Includes bibliographical references (p. 279-282) and index.

Contents:

The promise of channel stewardship -- Mapping an industry -- Building and editing the channel value chain I: the key principles -- Building and editing the value chain II: a framework for getting started -- Aligning and influencing the channel value chain I: the concept of power -- Aligning and influencing the channel value chain II: focusing on performance -- Stewardship in action I: supplier case studies -- Stewardship in action II: the intermediary's perspective -- Stewarding multiple channels -- The challenges and opportunities of the Internet as a channel -- Integrating the Internet into the multiple-channel solution -- Strategy and implementation of channel stewardship.

ISBN:

9781591397663
1591397669

OCLC:

(OCoLC)62161236

LCCN:

2005030893

Locations:

USUX851 -- Iowa State University - Parks Library (Ames)

UNUX074 -- University of Northern Iowa - Rod Library (Cedar Falls)