{"product_id":"9781119632887","title":"Getting Multi-Channel Distribution Right","description":"\u003ch1\u003eGetting Multi-Channel Distribution Right\u003c\/h1\u003e\u003ch3\u003eKusum L. Ailawadi | Paul W. Farris\u003c\/h3\u003e\u003cdiv\u003e\u003cb\u003eBusiness \u0026amp; Economics \/ Distribution\u003c\/b\u003e\u003c\/div\u003e\u003cbr\u003e\u003cdiv\u003e\n\u003cp\u003e\u003ci\u003eGetting Multi-Channel Distribution Right\u003c\/i\u003e provides a comprehensive treatment of modern distribution strategy that is analytically solid, clearly written, and relevant for managers as well as MBA and executive MBA students, and the professors who train them. It covers concepts, metrics, tools, and strategic frameworks for managing distribution in physical and digital channels.\u003cbr\u003e\u003cbr\u003eFocusing on the challenges of managing multiple channels of distribution in an evolving marketplace—rather than the process of designing a distribution channel from scratch—it leans more heavily on metrics and tools and incorporates perspectives from academic research, as well as in-depth case studies from marketing and general management practice.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eIntroduces an organizing framework of pull and push marketing for how suppliers work together with their channel partners.\u003c\/li\u003e \u003cli\u003eIntegrates across physical and digital, independent and company-owned, routes to market.\u003c\/li\u003e \u003cli\u003eMaps the functions of traditional and newer intermediaries in the channel ecosystem and identifies the root causes of conflict between them.\u003c\/li\u003e \u003cli\u003eProvides tools and frameworks for how much distribution coverage is required and where.\u003c\/li\u003e \u003cli\u003eShows how product line, pricing, trade promotions, and other channel incentives can help to coordinate multiple channels and manage conflict.\u003c\/li\u003e \u003cli\u003eIllustrates how push and pull metrics can be combined into valuable dashboards for identifying positive feedback opportunities and sustaining the channel partnership.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWith the help of \u003ci\u003eGetting Multi-Channel Distribution Right\u003c\/i\u003e you’ll discover how to successfully develop, execute, and adapt distribution strategy to the evolving marketplace.\u003c\/p\u003e\n\u003c\/div\u003e\u003cdiv\u003e  \u003cp\u003e\u003cb\u003eKUSUM L. AILAWADI\u003c\/b\u003e is Charles Jordan Professor of Marketing at the Tuck School of Business at Dartmouth. Her research focuses on the interaction, distribution of power, and performance of manufacturers and their distribution channel partners. She has published extensively in the top marketing journals, and several of her articles have been honored for best contributions to marketing theory, practice, and academic-practitioner collaboration, and for long-term impact. She is an Associate Editor for the \u003ci\u003eJournal of Marketing, Journal of Marketing Research,\u003c\/i\u003e and \u003ci\u003eMarketing Science.\u003c\/i\u003e She is also an Academic Trustee of the Marketing Science Institute and President-Elect of the INFORMS Society for Marketing Science. \u003c\/p\u003e\n\u003cp\u003e\u003cb\u003ePAUL W. FARRIS\u003c\/b\u003e is Emeritus Landmark Professor of Marketing at the Darden School of Business, University of Virginia. Over his career he has worked in marketing for UNILEVER and was a director on boards for six companies including retailers, manufacturers, and distributors. He has consulted for Apple, Best Buy, Google, Kroger, and Procter \u0026amp; Gamble among other companies. His authored or co-authored books and articles include award-winning research on distribution channels, marketing metrics, retail power, marketing strategy, and budgeting. He has served on several editorial boards for marketing journals and as an Academic Trustee of the Marketing Science Institute. \u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\u003ctable\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublication Date: \u003c\/td\u003e\n\u003ctd\u003e14 April 2020\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublisher: \u003c\/td\u003e\n\u003ctd\u003eWiley\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eImprint: \u003c\/td\u003e\n\u003ctd\u003eWiley\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eISBN-13: \u003c\/td\u003e\n\u003ctd\u003e9781119632887\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eFormat: \u003c\/td\u003e\n\u003ctd\u003eHardback\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePage Count: \u003c\/td\u003e\n\u003ctd\u003e384\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eWeight (oz): \u003c\/td\u003e\n\u003ctd\u003e20.8\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":44310455419020,"sku":"9781119632887","price":42.3,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0710\/9545\/1788\/files\/9781119632887_89c8a924-ce34-4042-a372-0026a5e2a99e.jpg?v=1780157502","url":"https:\/\/fh90cf-fv.myshopify.com\/products\/9781119632887","provider":"Late Knight Books and Services, LLC","version":"1.0","type":"link"}