Distribution Channel Management: Series of Marketing Textbooks for Higher Education

Author: Zhang Guangling
Publisher:
Publishing Date: 2005-01-01
Features: Compared to other related works, the distinctive features of this book lie in its complete and scientific system, as well as its reasonable combination. The book is divided into six major parts: an overview of distribution channel theory; strategic design and selection of distribution channels; management of competitive channels; organization of distribution channels; logistics and supply chain management; and development trends of distribution channels.
First, starting from the basic concepts of distribution channels, it provides a detailed analysis of the concepts, functions, and types of processes in distribution channels. Next, it examines how to build channels and the factors influencing channel construction, offering detailed process-oriented explanations to facilitate learners' practical operations. Regarding channel management issues, it analyzes both channel rights and conflicts, supplemented by examples. Additionally, it provides a thorough examination of the operational characteristics and requirements of channel organizations, enabling manufacturers to learn and understand channel organizations. Furthermore, it explores the new developments in distribution channels.
The book is well-structured, with learning objectives at the beginning of each chapter and summaries, discussion questions, and case studies at the end, making it convenient for both teaching and self-study. In terms of case selection, the book covers a wide range of industries, presents up-to-date content, and is highly readable.