Wholesale Distribution Channels: New Insights and Perspectives

by Rosenbloom; Bert

• ISBN13: 9781560246176
• ISBN10: 1560246170
• Format: Hardcover
• Copyright: 1994-01-28
• Publisher: Routledge

Summary

Bert Rosenbloom has brought together leading academic scholars on wholesale distribution who present state-of-the-art analyses and research on the subject. Their chapters clarify readers'insight and deepen their understanding of this two trillion dollar industry with a wide range of topics. Among those covered in Wholesale Distribution Channels are: improving sales force effectiveness power relationships in wholesale distribution channels wholesalers'liability for defective products the impact of dominant buyers on wholesaling wholesalers as marketing experts transportation cost-effectiveness profitability of wholesalers in vertical markets Readers will find objective treatment of key issues based on research that provides evidence, not opinion. Many of the authors provide practical recommendations for applying the findings to wholesaling practice. The issues focused on in this book are based on input from the boards of directors representing major wholesale trade associations.

Table of Contents

Introduction	1	(4)
Bert Rosenbloom
Strategies for Improving Sales Force Effectiveness in Wholesale Distribution	5	(18)
Adel I. El-Ansary
The Study	6	(1)
Findings	7	(4)
Individual Factors Are Non-Distinguishing Characteristics	11	(1)
Money Is Not a Distinguishing Factor Either	12	(1)
Toward Establishing Managerial Priorities	13	(3)
Reward-Penalty Matrix	16	(3)
Conclusion	19	(4)
How the Industrial Salesperson's Use of Power Can Affect Distributor Satisfaction: An Empirical Examination	23	(24)
James E. Zemanek Jr.
James W. Hardin
Power: Definition and Elaboration	26	(2)
Channel Power Relationships	28	(2)
Determinants of Salesperson Performance	30	(1)
Power Base Research and Applications	31	(2)
Developing the Model: A Synthesis of Sales and Channels Literature	33	(1)
Methodology	34	(2)
Analysis of Findings	36	(1)
Testing the Hypotheses	37	(2)
Discussion of the Findings	39	(8)
Intermediate Sellers: Wholesaler Liability for Defective Products	47	(26)
David Griffith
James Kenderdine
Fred Morgan
Introduction	47	(1)
Wholesaling and Distribution Channels: Liability Perspectives	48	(6)
Liability Approaches	54	(9)
Strategic Implications of Legal Developments for Wholesalers	63	(4)
Conclusions	67	(6)
Dominant Buyers: Are They Changing the Wholesaler's Role in Marketing Channels?	73	(18)
Bert Rosenbloom
Diane Mollenkopf
Characteristics of Dominant Buyers	74	(8)
Implications for the Wholesaler-Distributor's Place in the Marketing Channel	82	(6)
Conclusion	88	(3)
The Role of Wholesaler-Distributors as Marketing Experts: Testing the Effect of Price and Quality in the Wine Industry	91	(20)
Lawrence S. Lockshin
Introduction	91	(1)
Previous Research	92	(5)
Methodology	97	(3)
Results and Discussion	100	(6)
Conclusions	106	(5)
Inter-Level Effects on Profitability in Vertical Market Relationships and the Role of Wholesalers	111	(16)
William H. Redmond
Introduction	111	(2)
Research Orientation	113	(3)
Research Design and Methodology	116	(2)
Results: Analysis of Vertical Structures	118	(4)
Conclusions	122	(5)
Cost-Effective Transport Choices for Wholesaler-Distributors Using Transport Probability Analysis	127	(13)
Harry Peterson
Amy Rummel
Asif Khan
Simulation Model	135	(5)
Results	140	(1)
Conclusions	140