Getting multi-channel distribution right

"A distribution channel is the chain of distributors, retailers, and other intermediaries through which a supplier's product reaches end consumers, implying a unidirectional movement of goods along a single route, from the point of production to the point of consumption. Even this simple distribution channel is a delicate system, where suppliers and their independent resellers struggle to balance competition for a bigger share of the total profit available in the channel against a cooperative and sustainable partnership. SPEAKING: Both authors speak extensively on the subject throughout the world. Ailawadi has spoken on the topic in the United States, New Zealand, Belgium, Spain, and the Netherlands and is considering events in Italy and Chile. HIGHER ED: Both authors will be using the book int their MBA program classes. EXAMPLES: Examples provided include such companies as: Leather Italia, Brooks Running, Nike, The Honest Company, Pete & Gerry's, Marriott and Choice Hotels, Trip Advisor, Walmart, CVS, and Amazon"--

Cover -- Title Page -- Copyright -- Contents -- About the Authors -- Acknowledgments -- Preface -- Chapter 1 Distribution Channels Today -- 1.1 Introduction -- 1.2 What Is New: Radical Changes in the Navigation of Distribution Channels -- 1.2.1 Changing Business Models -- 1.2.2 Omni-Channel Retailing -- 1.2.3 Data -- 1.2.4 Regulation -- 1.3 The Road Ahead -- Part I The Bedrock of Channel Functions, Power, and Conflict -- Chapter 2 Push, Pull, and Total Channel Performance -- 2.1 Introduction -- 2.2 An Organizing Framework Illustrated with Natura's Distribution Channel -- 2.2.1 Push

2.2.2 Pull -- 2.2.3 Supplier Inputs, Downstream Effects, and Channel Performance -- 2.3 Push-Pull Inputs and Downstream Effects in PepsiCo's Channel -- 2.4 Push and Pull for Services and Digital Channels -- 2.5 Beneficial and Harmful Feedback Loops in the Push-Pull System -- 2.6 Conclusion -- Chapter 3 Root Causes of Channel Conflict -- 3.1 Introduction -- 3.1.1 Examples of Channel Conflict -- 3.1.2 Myopia and Four Root Causes of Conflict that Strain the Partnership -- 3.2 Uncoordinated Pricing and Selling Effort -- 3.2.1 Double, Triple, and Quadruple Marginalization

3.2.2 Loss Leaders Have Their Own …