Transforming your go-to-market strategy
Subtitle: the three disciplines of channel management
By: V. Kasturi Rangan with Marie Bell.
Contributors: Bell, Marie.
Publisher: Harvard Business School Pub.; Harvard Business School Press
Published: 2006
Place of publication: Boston
Language: eng
Number of pages: 289
Subjects: Marketing channels -- Management.; Business logistics.; Physical distribution of goods.
Notes: Includes bibliographical references.
Table of contents: title: The promise of channel stewardship; title: Mapping an industry: a helicopter view; title: Building & editing the value chain: a case illustration of the key principles; title: Building & editing the value chain: a framework for getting started; title: Aligning & influencing the channel value chain: the concept of power; title: Aligning & influencing the channel value chain: focusing on performance; title: Stewardship in action: supplier case studies; title: Stewardship in action: the intermediarys perspective; title: Stewarding multiple channels; title: The challenges and opportunities of the internet as a channel; title: Integrating the internet into the multi-channel solution; title: Strategy and implementation of channel stewardship.