Часть 7 Эффективные стратегии долгосрочного роста 5 страница

David B. Hertz, «Risk Analysis in Capital Investment», Harvard Business Review (January–February 1964): 96–106.

John Hauser, «House of Quality», Harvard Business Review (May–June 1988): 63–73; Lawrence R. Guinta, and Nancy C. Praizler, The QFD Book: The Team Approach to Solving Problems and Satisfying Customers Through Quality Function Deployment (New York: AMACOM, 1993); V. Srinivasan, William S. Lovejoy, and David Beach, «Integrated Product Design for Marketability and Manufacturing», Journal of Marketing Research (February 1997): 154–163.

Tom Peters, The Circle of Innovation (New York: Alfred A. Knopf, 1997) p. 96; Mark Borden, «Keeping Yahoo Simple – and Fast», Fortune, January 10, 2000, pp. 167–168; Rajesh Sethi, «New Product Quality and Product Development Teams», Journal of Marketing (April 2000): 1–14.

Philip Kotler and Gerald Zaltman, «Targeting Prospects for a New Product», Journal of Advertising Research (February 1976): 7–20.

Подробности приведены в работе: Keith G. Lockyer, Critical Path Analysis and Other Project Network Techniques (London: Pitman, 1984); Arvind Rangaswamy and Gary L. Lilien, «Software Tools for New Product Development», Journal of Marketing Research (February 1997): 177–184.

Этот раздел опирается на результаты исследований, приведенные в работе: Everett M. Rogers, Diffusion of Innovations (New York: Free Press, 1962). См. также 3‑е издание этой книги, опубликованное в 1983 г.

Hubert Gatigton and Thomas S. Robertson, «A Propositional Inventory for New Diffusion Research», Journal of Consumer Research (March 1985): 849–867; Vijay Mahajan, Eitan Muller and Frank M. Bass, «Diffusion of New Proucts: Empirical Generalizations and Managerial Uses», Marketing Science, 14, no. 3, part 2 (1995): G79–G89; Fareena Sultan, John U. Farley, and Donald R. Lehmann, «Reflection on “A Meta‑Analysis of Applications of Diffusion Models”», Journal of Marketing Research (May 1996): 247–249; Minhi Hahn, Sehoon Park, and Andris A. Zoltners, «Analysis of New Product Diffusion Using a Four‑Segment Trial‑Repeat Model», Marketing Science, 13, no. 3 (1994): 224–247.

Ряд авторов выделяет дополнительные стадии. Ч. Уоссон предлагает включить между ростом и зрелостью стадию бурной конкуренции: Chester R. Wasson, Dynamic Competitive Strategy and Product Life Cycles (Austin, TX: Austin Press, 1978). Зрелость характеризует стадию спада увеличения объема продаж и насыщение, стадию выхода кривой продаж на плато после достижения пика.

Robert D. Buzzell, «Competitive Behavior and Product Life Cycles», in New Ideas for Successful Marketing, edited by John S. Wright and Jack Goldstucker (Chicago: American Marketing Association, 1956), p. 51.

Rajesh J. Chandy, Gerald J. Tellis, Deborah J. MacInnis, and Pattana Thaivanich, «What to Say When: Advertising Appeals in Evolving Markets», Journal of Marketing Research 38 (November 2001: 399–414.

Steven P. Schnaars, Managing Imitation Strategies (New York: Free Press, 1994).

Gerald Tellis and Peter Golder, Will & Vision: How Latecomers Can Grow to Dominate Markets (New York: McGraw‑Hill, 2001).

Stephen M. Nowlis and Itamar Simmonson, «The Effect of New Product Features on Brand Choice», Journal of Marketing Research (February 1996): 36–46.

Kathryn Rudie Harrigan, «Strategies for Declining Industries», Journal of Business Strategy (Fall 1980): 27.

«Quaker Take Heart Instant Oatmeal», Nutraceuticals World, March 2005, p. 139; «Hot Cereal in One Hot Commodity», Prepared Foods, January 2000.

Philip Kotler, «Harvesting Strategies for Weak Products», Business Horizons, August 1978, pp. 15–22; Laurence P. Feldman and Albert L. Page, «Harvesting: The Misunderstood Market Exit Strategy», Journal of Business Strategy (Spring 1985): 79–85.

Jeff D. Opdyke, «Family Finance: Consumers Increasingly Use Internet to Price Auto Insurance», Wall Street Journal, May 25, 2005, p. D2; Lynna Goch, «Gearing Up: Insurers Are Using Driver Safety Programs, Sharply Focused Advertising, and the Internet to Court Teen Drivers», Best’s Review, October 2003, pp. 20+; Christоpher Oster, «Car Insurers Get Into the Repair Business», Wall Street Journal, April 8, 2003, p. D1; «In Brief: Progressive Leads Performance List», American Banker, March 30, 2004, p. 9 (www.progressive.com).

Valarie A. Zeithaml, «How Customer Evaluation Processes Differ Between Goods and Services», in J. Donnelly and W.R. George, eds., Marketing of Services, (Chicago: American Marketing Association, 1981), pp. 186–90.

Amy Ostrom and Dawn Iacobucci, «Consumer Trade‑offs and the Evaluation of Services», Journal of Marketing (January 1995): 17–28.

Theodore Levitt, «Marketing Intangible Products and Product Intangibles», Harvard Business Review (May–June 1981): 94–102; Leonard L. Berry, «Services Marketing Is Different», Business, May–June 1980, pp. 24–30.

B. H. Booms and M. J. Bitner, «Marketing Strategies and Organizational Structures for Service Firms», in J. Donnelly and W. R. George, eds., Marketing of Services (Chicago: American Marketing Association, 1981), pp. 47–51.

Lewis P. Carbone and Stephаn H. Haeckel, «Engineering Customer Experiences», Marketing Management 3 (Winter 1994): 17.

Bernd H. Schmitt, Customer Experience Management (New York: John Wiley & Sons, 2003).

Debra Zahay and Abbie Griffin, «Are Customer Information Systems Worth It? Results from B2B Services», Marketing Science Institute Working Paper, Report No. 02–113, 2002.

W. Earl Sasser, «Match Supply and Demand in Service Industries», Harvard Business Review (November–December 1976): 113–140.

Carol Krol, «Case Study: Club Med Uses E‑mail to Pitch Unsold, Discounted Packages», Advertising Age, December 14, 1998, p. 40; www.clubmed.com.

Seth Godin, «If It’s Broke, Fix It», Fast Company, October 2003, p. 131.

Bruce Horovitz, «Whatever Happened to Customer Service? Automated Answering, Long Waits Irk Consumers», USA Today, September 26, 2003, p. A1.

Bruce Horovitz, «Whatever Happened to Customer Service? Automated Answering, Long Waits Irk Consumers», USA Today, September 26, 2003, p. A1.

Susan M. Keaveney, «Customer Switching Behavior in Service Industries: An Exploratory Study», Journal of Marketing (April 1995): 71–82; Michael D. Hartline and O. C. Ferrell, «The Management of Customer‑Contact Service Employees: An Empirical Investigation», Journal of Marketing (October 1996): 52–70; Lois A. Mohr, Mary Jo Bitner, and Bernard H. Booms, «Critical Service Encounters: The Employee’s Viewpoint», Journal of Marketing (October 1994): 95–106; Lindа L. Price, Eric J. Arnould, and Patrick Tierney, «Going to Extremes: Managing Service Encounters and Assessing Provider Performance», Journal of Marketing (April 1995): 83–97; Jaishankar Ganesh, Mark J. Arnold, and Kristy E. Reynolds, «Understanding the Customer Base of Service Providers: An Examination of the Differences Between Switchers and Stayers», Journal of Marketing 64 (July 2000): 65–87.

Christian Gronroos, «A Service Quality Model and Its Marketing Implications», European Journal of Marketing 18, no. 4 (1984): 36–44.

Leonard Berry, «Big Ideas in Service Marketing», Journal of Consumer Marketing (Spring 1986): 47–51; Walter E. Greene, Gary D. Walls, and Larry J. Schest, «Internal Marketing: The Key to External Marketing Success», Journal of Services Marketing 8, no. 4 (1994): 5–13; John R. Hauser, Duncan I. Simester, and Birger Wernerfelt, «Internal Customers and Internal Suppliers», Journal of Marketing Research (August 1996): 268–280; Jagdip Singh, «Performance Productivity and Quality of Frontline Employees in Service Organizations», Journal of Marketing 64 (April 2000): 15–34.

Christian Gronroos, «A Service Quality Model and Its Marketing Implications», European Journal of Marketing 18, no. 4 (1984): 38–39; Michael D. Hartline, James G. Maxham III, and Daryl O. McKee, «Corridors of Influence in the Dissemination of Customer‑Oriented Strategy to Customer Contact Service Employees», Journal of Marketing (April 2000): 35–50.

Nilly Landau, «Are You Being Served?» International Business (March 1995): 38–40.

Philip Kotler and Paul N. Bloom, Marketing Professional Services (Upper Saddle River, NJ: Prentice Hall, 1984).

Carolyn Marconi and Donna MacFarland, «Growth by Marketing Under the Radar», Marketing Science Institute Board of Trustees Meeting: Pathways to Growth, November 7, 2002.

Dan McGinn, «BlueSkies», MBA Jungle (March/April 2002): 32–34; Melanie Wells, «Lord of the Skies», Forbes, October 14, 2002, pp. 130–138; Amy Goldwasser, «Something Stylish, Something Blie», Business 2.0, February 1, 2002, pp. 94–95.

Jena McGregor, «The Starbucks of Pharmacies», Fast Company, April 2005, pp. 62–63; Christopher Rowland, «The Pharmacists in Chains Promote Personal Touch to Keep Edge Over Mail‑Order Firms», Boston Globe, December 10, 2003, p. D1.

Douglas Hanks III, «Cirque du Soleil Seeks $100M in Funds», Miami Herald, September 2, 2005 (www.herald.com); Matthew Miller, «The Acrobat», Forbes, March 15, 2004, pp. 100–102.

Glenn B. Voss, A. Parasuraman, and Dhruv Grewal, «The Role of Price, Performance, and Expectations in Determining Satisfaction in Service Exchanges», Journal of Marketing 62 (October 1998): 46–61.

A. Parasuraman, Valarie A. Zeithaml, Leonard L. Berry, «A Conceptual Model of Service Quality and Its Implications for Further Research», Journal of Marketing (Fall 1985): 41–50; Susan J. Devlin and H.K. Dong, «Service Quality from the Customers’ Perspective», Marketing Research: A Magazine of Management and Applications, Winter 1994, pp. 4–13; William Boulding, Ajay Kalra, and Richard Staelin, «A Dynamic Process Model of Service Quality: From Expectations to Behavioral Intentions», Journal of Marketing Research (February 1993): 7–27.

Leonard L. Berry and A. Parasuraman, Marketing Services: Competing Through Quality (New York: The Free Press, 1991), p. 16.

James L. Heskett, W. Earl Sasser, Jr., and Christopher W.L. Hart, Service Breakthroughs (New York: Free Press, 1990).

Leonard L. Berry, Kathleen Seiders, and Dhruv Grewal, «Understanding Service Convenience», Journal of Marketing 66 (July 2002): 1–17.

Mary Jo Bitner, «Self‑Service Technologies: What Do Customers Expect?» Marketing Management (Spring 2001): 10–11; Matthew L. Meuter, Amy L. Ostrom, Robert J. Round‑tree, and Mary Jo Bitner, «Self‑Service Technologies: Understanding Customer Satisfaction with Technology‑Based Service Encounters», Journal of Marketing Management 64 (July 2000): 50–64.

John Goodman, Technical Assistance Research Program (TARP), U.S. Office of Consumer Affairs Study on Complaint Handling in America, 1986; Albrecht and Zemke, Service America!; Berry and Parasuraman, Marketing Services; Roland T. Rust, Bala Subramanian, and Mark Wells, «Making Complaints a Management Tool», Marketing Management 1, no. 3 (1992): 41–45; Stephen S. Tax, Stephen W. Brown, and Murali Chandrashekaran, «Customer Evaluations of Service Complaint Experiences: Implications for Relationship Marketing», Journal of Marketing (April 1998): 60–76.

Stephen S. Tax and Stephen W. Brown, «Recovering and Learning from Service Failures», Sloan Management Review (Fall 1998): 75–88.

Dale Buss, «Success from the Ground Up», Brandweek, June 16, 2003, pp. 21–22.

Kirstin Downey Grimsley, «Service with a Forced Smile, Safeway ‘s Courtesy Campaign Also Elicits Some Frowns», Washington Post, October 18, 1998, p. A1; Suzy Fox, «Emotional Value: Creating Strong Bonds with Your Customers», Personnel Psychology, April 1, 2001, pp. 230–234.

Milind M. Lele ans Uday S. Karmarkar, «Good Product Support Is Smart Marketing», Harvard Business Review (November–December 1999): 124–132.

Результаты исследования влияния опозданий с обслуживанием на оценку качества обслуживания вы можете найти в: Shirley Taylor, «Waiting for Service: The Relationship Between Delays and Evaluations of Service», Journal of Marketing (April 1994): pp. 56–69; Michael K. Hui and David K. Tse, «What to Tell Customers in Waits of Different Lengths», Journal of Marketing (April 1996); 81–90.

Jack Neff, «It Worked: Ad Boost Pays Off for Colgate; Unilever Also Sees Sales and Share Uptick, But Both Still Lag Behind P&G», Advertising Age, August 8, 2005, pp. 3+; Susanna Howard, «P&G, Unilever Court the World’s Poor», Wall Street Journal, June 1, 2005, pp. 1+; «Procter & Gamble Poses Competitive Threat to India Detergent Nirma», The Economic Times, December 20, 2004, n.p.; Eric Bellman and Deborah Ball, «Unilever, P&G Wage Price War for Edge in India», Wall Street Journal, August 11, 2004, p. B1.

Michael Menduno, «Priced to Perfection», Business 2.0, March 6, 2001, pp. 40–42.

Подробный обзор исследований ценообразования приведен в работе: Chezy Ofir and Russel S. Winer, «Pricing: Economic and Behavioral Models», in Handbook of Marketing, edited by Bartz Weitz and Robin Wensley, (New York, NY: Sage Publications, 2002), 5–86.

Peter R. Dickson and Alan G. Sawyer, «The Price Knowledge and Search of Supermarket Shoppers», Journal of Marketing (July 1990): 42–53. Методологические вопросы рассмотрены в работе: Hooman Estalami, Alfred Holden, and Donald R. Lehmann, «Macro‑Economic Determinants of Consumer Price Knowledge: A Meta‑Analysis of Four Decades of Research», International Journal of Research in Marketing 18 (December 2001): 341–355.

Различные точки зрения по данному вопросу представлены в работе: Chris Janiszewski and Donald R. Lichtenstein, «A Range Theory Account of Price Perception», Journal of Consumer Research (March 1999): 353–368.

K. N. Rajendran and Gerard J. Tellis, «Contextual and Temporal Components of Reference Price», Journal of Marketing (January 1994): 22–34.

Gary M. Erickson and Johny K. Johansson, «The Role of Price in Multi‑Attribute Product‑Evaluations», Journal of Consumer Research (September 1985): 195–199.

Mark Stiving and Russel S. Winer, «An Empirical Analysis of Price Endings with Scanner Data», Journal of Consumer Research (June 1997): 57–68.

Eric Anderson and Duncan Simester, «Effects of $19 Price Endings on Retail Sales: Evidence from Field Experiments», Quantitative Marketing and Economics, 1 (1), 2003, pp. 93–110.

Shantanu Dutta, Mark J. Zbaracki and Mark Bergen, «Pricing Process as a Capability: A Resource‑Based Perspective», Strategic Management Journal 24, no. 7 (2000): 615–630.

Sidney Bennett and J. B. Wilkinson, «Price‑Quantity Relationships and Price Elasticity Under In‑Store Experimentation», Journal of Business Research (January 1974): 30–34.

Walter Baker, Mike Marn and Craig Zawada, «Price Smarter on the Net», Harvard Business Review (February 2001): 122–127.

John R. Nevin, «Laboratory Experiments for Estimating Consumer Demand – A Validation Study», Journal of Marketing Research (August 1974): 261–68; and Jonathan Weiner, «Forecasting Demand: Consumers Electronic Marketer Uses a Conjoint Approach to Configure Its New Product and Set the Right Price», Marketing Research: A Magazine of Management & Applications, Summer 1994, pp. 6–11.

Великолепный обзор различных методов оценки ценовой чувствительности и спроса приведен в работе: Thomas T. Nagle and Reed K. Holden, The Strategy and Tactics of Pricing, 3rd ed. (Upper Saddle River, NJ: Prentice Hall, 2002).

Результаты исследований эластичности спроса суммированы в обзоре: Domonique M. Hanssens, Leonard J. Parsons, and Randall L. Schultz, Market Response Models: Econometric and Time Series Analysis (Boston: Kluwer Academic Publishers, 1990): pp. 187–191.

Robin Cooper and Robert S. Kaplan, «Profit Priorities from Activity‑Based Costing », Harvard Business Review (May–June 1991): 130–135.

«Japan Smart Secret Weapon», Fortune, August 12, 1991, p. 75.

Tung‑Zong Chang and Albert R. Wildt, «Price, Product Information, and Purchase Intention: An Empirical Study», Journal of the Academy of Marketing Science (Winter 1994): 16–27; G. Dean Kortge and Patrick A. Okonkwo, «Perceived Value Approach to Pricing», Industrial Marketing Management, May 1993, pp. 133–140.

James C. Anderson, Dipak C. Jain, and Pradeep K. Chintagunta, «Customer Value Assessment in Business Markets: A State‑of‑Practice Study», Journal of Business‑to‑Business Marketing 1, no. 1 (1993): 3–29.

Stephen J. Hoch, Xavier Dreze and Mary J. Purk, «EDLP, Hi‑Lo, and Margin Arithmetic», Journal of Marketin g (October 1994): 16–27; Rajiv Lal and R. Rao, «Supermarket Competition: The Case of Everyday Low Pricing», Marketing Science 16, no. 1 (1997): 60–80.

Becky Bull, «No Consensus on Pricing», Progressive Grocer, November 1998, pp. 87–90.

Paul W. Farris and David J. Reibstein, «How Prices, Expenditures, and Profits Are Linked», Harvard Business Review (November–December 1979): 173–184; Makoto Abe, «Price and Advertising Strategy of a National Brand Against Its Private‑Label Clone: A Signaling Game Approach», Journal of Business Research (July 1995): 241–250.

Michael Rowe, Countertrade (London: Euromoney Books, 1989); P.N. Agarwala, Countertrade: A Global Perspective (New Delhi: Vikas Publishing House, 1991); Christopher M. Korth, ed., International Countertrade (New York: Quorum Books, 1987).

David E. Sprott, Kenneth C. Manning and Anthony Miyazaki, «Grocery Price Settings and Quantity Surcharges», Journal of Marketing 67 (July 2003): 34–46.

Michael V. Marn and Robert L. Rosiello, «Managing Price, Gaining Profit», Harvard Business Review (September–October 1992): 84–94; Gerard J. Tellis, «Tackling the Retailer Decision Maze: Which Brand to Discount, How Much, When, and Why?» Marketing Science 14, no. 3, pt. 2 (1995): 271–299; Kusum L. Ailawadi, Scott A. Neslin, and Karen Gedenk, «Pursuing the Value‑Conscious Consumer: Store Brands Versus National Brand Promotions», Journal of Marketing 65 (January 2001): 71–89.

Robert E. Weigand, «Yield Management: Filling Buskets, Papering the House», Business Horizons, September–October 1999, pp. 55–64.

Charles Fishman, «Which Price Is Right?» Fast Company, March 2003, pp. 92–102; John Sviokla, «Value Poaching», Across the Board (March/April 2003): 11–12.

Дополнительную информацию о конкретных типах противозаконной ценовой дискриминации вы можете найти в: Henry R. Cheeseman, Business Law (Upper Saddle River, NJ: Prentice Hall, 2001).

Robert E. Weigand, «Buy In‑Follow On Strategies for Profit», Sloan Management Review, Spring 1991, pp. 29–37.

Gerald J. Tellis, «Beyond the Many Faces of Price: An Integration of Pricing Strategies», Journal of Marketing (October 1986): 155. Статья анализирует и иллюстрирует остальные стратегии ценообразования.

Margaret C. Campbell, «Perceptions of Pricing Unfairness: Antecedents and Consequences», Journal of Marketing Research 36 (May 1999): 187–199.

Великолепный обзор содержится в работе: Kent B. Monroe, «Buyers’ Subjective Perceptions of Price», Journal of Marketing Research (February 1973): 70–80.

Paul Davis, «B of A to Close 100 Branches», American Banker, July 7, 2005, p. 20; Eve Tahmincioglu, «Small Banking in a Big Bank World», New York Times, June 30, 2005, p. C10; Jennifer Saranow, «New Bean Counters: Banks Share Space with Coffee Shops», Wall Street Journal, March 22, 2005, p. D3; Janny Scott, «More Banks Than a Roll of Dimes Stake Their Claim», New York Times, February 7, 2004, p. B1; Patricia A. Murphy, «Why WingspanBank Couldn’t Stay Aloft», Banking Wire, September 17, 2001, p. 7.

Anne T. Coughlan, Erin Anderson, Louis W. Stern, and Adel I. El‑Ansary, Marketing Channels, 6th ed. (Upper Saddle River, NJ: Prentice Hall, 2001).

Louis W. Stern and Barton A. Weitz, «The Revolution in Distribution: Challenges and Opportunities», Long Range Planning 30, no. 6 (1997): 823–829.

Великолепный обзор теоретических работ приведен в: Erin Anderson and Anne T. Coughlan, «Channel Management: Structure, Governance, and Relationship Management», in Handbook of Marketing, edited by Bart Weitz and Robin Wensley (London: Sage Publications, 2001), pp. 223–247; Gary L. Frazier, «Organizing and Managing Channels of Distribution», Journal of the Academy of Marketing Sciences 27, no. 2 (1999): 226–240.

E. Raymond Corey, Industrial Marketing: Cases and Concepts, 4th ed. (Upper Saddle River, NJ: Prentice Hall, 1991), ch. 5.

Mike Troy, «From Supply Chain to Demand Chain, A New View of the Marketplace», DSN Retailing Today, October 13, 2003, pp. 8–9.

Anne T. Coughlan, Erin Anderson, Louis W. Stern, and Adel I. El‑Ansary, Marketing Channels, 6th ed. (Upper Saddle River, NJ: Prentice Hall, 2001), pp. 5–6.

Дополнительную информацию о каналах обратного хода вы можете найти в работе: Marianne Jahre, «Household Waste Collection as a Reverse Channel – A Theoretical Perspective», International Journal of Physical Distribution and Logistics 25, no. 2 (1995): 39–55; Terrance L. Pohlen and M. Theodore Farris II, «Reverse Logistics in Plastics Recycling», International Journal of Physical Distribution and Logistics 22, no. 7 (1992): 35–37.

Chris Gaither, «Giving PCs the Boot», Boston Globe, April 22, 2003, p. F1.

«Ofoto Takes on a New Identity», Chain Drug Review, February 28, 2005, p. 13; Faith Keenan, «Big Yellow’s Digital Dilemma», BusinessWeek, March 24, 2003, pp. 80–81.

Louis O. Bucklin, Competition and Evolution in the Distributive Trades (Upper Saddle River, NJ: Prentice Hall, 1972); Stern, et al., Marketing Channels.

Louis P. Bucklin, A Theory of Distribution Channel Structure (Berkley: Institute of Business and Economic Research, University of California, 1966).

Bridget Finn, «A Quart of Milk, a Dozen Eggs, and a 2.6‑GHz Laptop», Business 2.0, October 2003, p. 58.

Edward Helmore, «Media: Why House of Mouse Is Haunted by Failures», The Observer, February 11, 2001, p. 10 (www.disney.com).

Дополнительную информацию о маркетинге отношений и управлении маркетинговыми каналами можно найти в работе: Jan B. Geide, «Interorgabizational Governance in Marketing Channels», Journal of Marketing (January 1994): 71–85.

Lawrence G. Friedman and Timothy R. Furey, The Channel Advantage: Going To Marketing with Multiple Sales Channels (Woburn, MA: Butterworth‑Heinemann, 1999). Данные авторы предлагают оценивать прибыльность канала распределения по отношению затрат к выручке, или коэффициенту E / R. Коэффициент E / R рассчитывается как отношение средних затрат на заключение сделки к среднему размеру заказа. Первый показатель определятся делением общих затрат на использование канала на общее количество сделок. Чем ниже коэффициент E / R, тем прибыльнее канал: на каждый доллар выручки приходится меньше затрат.

Erin Killian, «Butter ‘Em Up», Forbes, June 9, 2003, pp. 175–176.

Americas.kyocera.com/news/.

Erin Anderson and Anne T. Coughlan, «Channel Management: Structure, Governance, and Relationship Management», in Handbook of Marketing, edited by Bart Weitz and Robin Wensley (London: Sage Publications, 2001), pp. 223–247.

Bert Rosenbloom, Marketing Channels: A Management View, 5th ed. (Hinsdale, IL: Dryden, 1995).

На эту тему есть великолепный доклад: Howard Sutton, Rethinking the Company’s Selling and Distribution Channels, research report no. 885, Conference Board, 1986, p. 26.

Russel Johnston and Paul R. Lawrence, «Beyond Vertical Integration – The Rise of the Value‑Adding Partnership», Harvard Business Review (July–August 1988): 94–101; Judy A. Siguaw, Penny M. Simpson, and Thomas L. Baker, «Effects of Supplier Market Orientation on Distributor Market Orientation and the Channel Relationship: The Distribution Perspective», Journal of Marketing (July 1998): 99–111; Narakesari Narayandas and Manohar U. Kalwani, «Long‑Term Manufacturer‑Supplier Relationships: Do They Pay Off for Supplier Firms?» Journal of Marketing (January 1995): 1–16.

Anne T. Coughlan and Louis W. Stern, «Marketing Channel Design and Management», in Kellog on Marketing, edited by Dawn Iacobucci (New York: John Wiley, 2001), pp. 247–269.

Rob Wheery, «Pedal Pushers», Forbes, October 14, 2002, pp. 205–206.

В этом разделе использованы работы: Stern and El‑Ansary, Marketing Channels, ch.6; Jonathan D. Hibbard, Nirmalya Kumar and Louis W. Stern, «Examining the Impact of Destructive Acts in Marketing Channel Relationships», Journal of Marketing Research 38 (February 2001): 45–61; Kersi D. Antia and Gary L. Frazier, «The Severity of Contract Enforcement in Interfirm Channel Relationships», Journal of Marketing 65 (October 2001): 67–81; James R. Brown, Chekitan S. Dev and Dong‑Jin Lee, «Managing Marketing Channel Opportunism: The Efficiency of Alternative Governance Mechanisms», Journal of Marketing 64 (April 2001), pp. 51–65.

Inside 1 ‑to‑ 1, Peppers and Rogers Group newsletter, May 14, 2001.

Bob Tedeshi, «How Harley Revved Online Sales», Business 2.0, December 2002/January 2003, p. 44.

Pallavi Gogoi, «The Hot News in Banking: Bricks and Mortar», BusinessWeek, April 21, 2003, pp. 83–84.

Steve Powers, «Retail: Tricks of the Trader », Business 2.0, September 2005, p. 36; Amy Wu, «A Specialty Food Store with a Discount Attitude», New York Times, July 27, 2003, pp. 3–4.

William R. Davidson, Albert D. Bates, and Stephen J. Bass, «Retail Life Cycle», Harvard Business Review (November–December 1976): 89–96.

Stanley C. Hollander, «The Wheel of Retailing», Journal of Marketing (July 1960): 37–42.

Amy Merrick, «How Ginhgham and Polyester Rescued a Retailer), Wall Street Journal, May 9, 2003, pp. A1, A6.

Kimberley L. Allers, «Retail’s Rebel Yell», Fortune, November 10, 2003, pp. 137–142.

Cametta Coleman,»Kohl’s Retail Racetrack», Wall Street Journal, March 1, 2000, pp. B1+.

Kenneth T. Rosen and Amanda L. Howard, «E‑tail: Gold Rush or Fool’s Gold?» California Management Review (April 1, 2000): 72–100; Moira Cotlier, «Census Releases First E‑com‑merce Report», Catalog Age, May 1, 2001; Associated Press, «Online Sales Boomed at End of 2000», Star‑Tribune of Twin Cities, February 17, 2001; «Reinventing the Store», The Economist, November 22, 2003, pp. 65–68.

Более подробное обсуждение этого вопроса приведено в: Philip Kotler, «Atmospherics as a Marketing Tool», Journal of Retailing (Winter 1973–1974): 48–64; Mary Jo Bitner, «Servicescapes: The Impact of Physical Surroundings on Customers and Employees», Journal of Marketing (April 1992): 57–71; B. Joseph Pine II and James H. Gilmore, The Experience Economy (Boston: Harvard Business School Press, 1999).

Frank Feather, The Future Consumer (Toronto: Warwick Publishing, 1994), p. 171; Stephen J. Hoch, Xavier Dreeze, and Mary E. Park, «EDPL, Hi‑Lo, and Margin Arithmetic», Journal of Marketing (October 1994): 1–15; David R. Bell and James M. Lattin, «Shopping Behavior and Consumer Preference for Retail Price Format», Marketing Science 17 (Spring 1998): 66–68.

R. L. Davies and D. S. Rogers, eds., Store Location and Store Assessment Research (New York: John Wiley, 1984).

Sara L. McLafferty, Location Strategies for Retail and Service Firms (Lexington, MA: Lexington Books, 1987).

Theresa Howard, «Retail Stores Pop Up for Limited Time Only», USA Today, May 28, 2004, p. 1B.

Wendy Liebmann, «Consumers Push Back», Brandweek, February 23, 2004, pp. 19–20.

Wendy Liebmann, «Consumers Push Back», Brandweek, February 23, 2004, pp. 19–20.

Более подробное обсуждение тенденций розничной торговли приведено в работе: Anne T. Coughlan, Erin Anderson, Louis W. Stern, and Adel I. El‑Ansary, Marketing Channels, 6th ed. (Upper Saddle River, NJ: Prentice Hall, 2001).

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