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Marketing Channel Strategy, 8th Edition

By Robert W. Palmatier, Louis Stern, Louis W. Stern, Adel El-Ansary, Erin Anderson

Published by Routledge

Published Date: Dec 27, 2013


For advanced undergraduate and/or graduate-level courses in Distribution Channels, Marketing Channels or Marketing Systems.


Marketing Channels  shows students how to design, develop, maintain and manage effective relationships among worldwide marketing channels to achieve sustainable competitive advantage by using strategic and managerial frames of reference.


This program will provide a better teaching and learning experience—for you and your students. Here’s how:

  •  Bring Concepts to Life with a Global Perspective: Varied topics are covered, bringing in findings, practice, and viewpoints from multiple disciplines.
  • Teach Marketing Channels in a More Flexible Manner: Chapters are organized in a modular format, may be read in any order, and re-organized.
  • Keep your Course Current and Relevant: New examples, exercises, and research findings appear throughout the text.

Table of Contents

Brief Contents

Part I Introduction

Chapter 1 Understanding Channel Strategies 1

Part II Designing Channel Strategies

Chapter 2 End-User Analysis: Segmenting and Targeting 34

Chapter 3 Channel Analysis: Auditing Marketing Channels 53

Chapter 4 Make-or-Buy Channel Analysis 95

Chapter 5 Designing Channel Structures and Strategies 125

Part III Channel Structures and Strategies

Chapter 6 Retailing Structures and Strategies 163

Chapter 7 Wholesaling Structures and Strategies 206

Chapter 8 Franchising Structures and Strategies 232

Chapter 9 Emerging Channel Structures and Strategies 264

Part IV Implementing Channel Strategies

Chapter 10 Managing Channel Power 290

Chapter 11 Managing Channel Conflict 320

Chapter 12 Managing Channel Relationships 351

Chapter 13 Managing Channel Policies and Legalities 382

Chapter 14 Managing Channel Logistics 418


This title is also sold in the various packages listed below. Before purchasing one of these packages, speak with your professor about which one will help you be successful in your course.

Package ISBN-13: 9780134512358

Includes this title packaged with:

  • E-Commerce Essentials
    Kenneth C. Laudon, Carol Traver

$364.00 | Add to Cart

Package ISBN-13: 9780134166018

Includes this title packaged with:

  • Electronic Commerce 2012: Managerial and Social Networks Perspectives, 7th Edition
    Efraim Turban, David King

$407.93 | Add to Cart

Purchase Info

ISBN-10: 0-13-335708-2

ISBN-13: 978-0-13-335708-0

Format: Book

This publication is not currently for sale.