Channel Management is General Management

California Management Review

Volumn 31, Issue 1, 1988, Pages 98-120

  Cespedes, Frank V ^a  

^a NONE

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[No Author keywords available]

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EID: 84928506160     PISSN: 00081256     EISSN: 21628564     Source Type: Journal    
DOI: 10.2307/41166541     Document Type: Article

References (31)

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4. Industry Markets Goods Through Dual Channels, Says McGraw-Hill Study,” Industrial Distribution (April 1985), p. 15.
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12. George John, “An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel,” Journal of Marketing Research, 21 (August 1984): 278-289.
13. Scott J. Moss, An Economic Theory of Business Strategy: An Essay in Dynamics Without Equilibrium (Oxford, England: Martin Robertson, 1981).
14. Oliver E. Williamson, The Economic Institutions of Capitalism (New York, NY: The Free Press, 1987), p. 30.
15. Philip McVey, “Are Channels of Distribution What the Textbooks Say?” Journal of Marketing, 24 (January 1961): 61-65.
16. Douglas M. Lambert, The Distribution Channel Decision (New York, NY: National Association of Accountants, 1978), pp. 56-59.
17. Frank V. Cespedes and Jon E. King, “International Business Machines: Changes in Marketing Organization,” Harvard Business School Case Study (N9-588-037), p. 9.
18. Anne T. Coughlan and M. Therese Flaherty, “Measuring the International Marketing Productivity of U.S. Semiconductor Companies,” in David Gautschi, ed., Productivity in Distribution (Amsterdam: Elsevier Science Publishing Company, 1983).
19. William H. Davidson and D.G. McFetridge, “Key Characteristics in the Choice of International Technology Transfer Mode,” Journal of International Business Studies, 11 (Summer 1985): 5-21.
20. Richard E. Caves and Michael E. Porter, “From Entry Barriers to Mobility Barriers: Conjectural Decisions and Contrived Deterrence to New Competition,” Quarterly Journal of Economics, 91 (May 1977): 241-261.
21. Frank V. Cespedes, “Westinghouse Electric Corporation: Control House,” Harvard Business School Case Study (9-587-161), p. 7.
22. Frank V. Cespedes, “Alloy Rods Corporation,” Harvard Business School Case Study (9-586-046), p. 8.
23. E. Raymond Corey, “The Role of Information and Communications Technology in Industrial Distribution,” in Robert D. Buzzell, ed., Marketing in an Electronic Age (Boston, MA: Harvard Business School Press, 1985), pp. 29-51.
24. Frederick E. Webster, Jr., “Top Management’s Concerns About Marketing: Issues for the 1980s,” Journal of Marketing, 45 (Summer 1981): 9-16.
25. David S. Hopkins and Earl L. Bailey, Organizing Corporate Marketing (New York, NY: The Conference Board, 1984), Research Report # 845.
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27. Louis W. Stern and Adel I. El-Ansary, Marketing Channels, 3rd edition (Englewood Cliffs, NJ: Prentice-Hall, 1988), pp. 240-248.
28. E.R. Corey, F.V. Cespedes, and V.K. Rangan, Going to Market: Distribution Systems for Industrial Products (Boston, MA: Harvard Business School Press, forthcoming), Chapter 4.
29. Frank V. Cespedes, “Control Versus Resources in Channel Design,” Industrial Marketing Management, 17 (August 1988): 215-227, for an analysis of the tradeoffs and managerial concerns inherent in these decisions.
30. Frank V. Cespedes and V. Kasturi Rangan, “Becton Dickinson & Company: VAC- UTAINER Systems Division,” Harvard Business School Case Study (9-587-085).
31. Michael E. Porter, Competitive Advantage (New York, NY: Free Press, 1985), p. 78.