A01=Bert Rosenbloom
advanced wholesale profitability analysis
Author_Bert Rosenbloom
Category=KC
Category=KJS
channel conflict management
Channel Member Satisfaction
Channel Members
Distributor Satisfaction
Dominant Buyers
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
Extrinsic Cues
industrial sales techniques
IO Literature
liability risk assessment
Make Quality Judgments
marketing channel power
Marketing Channels
Negative Relationship
Noncoercive Power
Performance Quintiles
Product Liability
Retailer Profitability
Retailing Model
Sales Force Effectiveness
Sales Force Performance
Salesperson Turnover
Stockout Cost
Strict Liability
Strict Product Liability
supply chain optimization
trade association research
Wholesale Distribution
Wholesaler Functions
Wholesaling Model
Wine Purchase Decision
Wine Wholesale
Product details
- ISBN 9781560246183
- Weight: 249g
- Dimensions: 152 x 212mm
- Publication Date: 26 Jan 1994
- Publisher: Taylor & Francis Inc
- Publication City/Country: US
- Product Form: Paperback
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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 marketsReaders 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.
Bert Rosenbloom holds The G. Behrens Ulrich Professorship in Marketingat Drexel University. One of the world’s leading experts on the management ofmarketing channels and distribution systems, Dr. Rosenbloom has also been anactive consultant for a broad range of industries in manufacturing, wholesaling,retailing, communications, services, and real estate in the United States andabroad.
