Table of contents for Marketing channels : a relationship management approach / Lou E. Pelton, David Strutton, James R. Lumpkin.


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  Part I.  MARKETING CHANNELS FRAMEWORK
    1. Marketing Channels:  Information-Driven, 
           Customer-Steered
    2. Channel Roles in a Virtual Marketplace
	3. Attaining Competitive Advantage Through Channel 
           Design
	4. Marketing Mix and Relationship Marketing

  Part I Cases
    1.1  Compaq Computer Corporation:  The Dell 
             Challenge
    1.2  Sunshine Juice Company
    1.3  Eggsercizer:  "The World's Smallest Exercise
             Machine"
    1.4  Opus One:  A Marriage of Wine-Making Magnates

  Part II. CHANNEL EXOSYSTEMS
	5. Managing Uncertainty in the Channel Environment
	6. Channel Relationships in the Global Village
	7. Legal and Ethical Imperatives in Channel
           Relationships

  Part II Cases
    2.1  Wal-Mart Stumbles with Hong Kong Shoppers
    2.2  Partnering for Success:  Federal Express and 
             Netscape Join Forces for Information Technology
    2.3  Necessity to Luxury:  Cool Moves-The Cooling of
             Two Countries	
	
  Part III. CHANNEL MICROSYSTEMS
   	8. Conflict Resolution Strategies
	9. Information Systems and Relational Logistics
	10. Developing Positive Channel Relationships

  Part III Cases
    3.1  SAP/Microsoft:  Dancing with the Bear
    3.2  Ameriserve
    3.3  Indiana Wine Grape Council
    3.4  Factory Direct Selling by Cironi's Sewing 
             Center

  Part IV. CHANNEL MESOSYSTEM
	11. Transactional Costs and Vertical Marketing 
            Systems
	12. Franchising in the Global Economy
	13. Developing Long-Term Value
    14. Strategic Partnering Agreements

  Part IV Cases
    4.1  The Country's Best Yogurt
    4.2  Tom, Dick, and Harry Consider a Pretzel 
             Franchise
    4.3  MEMC:  The Silicon Wafer Industry
    4.4  Divorce on the Alliance Highway
    4.5  EQUILON:  A Texaco/Shell Strategic Partnership




Library of Congress subject headings for this publication: Marketing channels, Relationship marketing