2014 Reprint of 1957 Revised Edition. Full facsimile of the original edition, not reproduced with Optical Recognition Software. Woolworth founded an international financial empire with a short lease on a tiny store, a couple of gross of tin cans and a simple but revolutionary idea. Woolworth grew up a poor farm boy who tended his father's cows barefoot, but he followed the great American dream by parlaying native ingenuity, business sense, and understanding of people into a huge fortune and establishing an institution that became a familiar part of America's way of life, The Five and Ten.

Although only a few years old, electronic commerce offers new ways of doing business that no business can afford to ignore. This book is a collection of selected contributions from renowned researchers who specialize in the various facets of electronic commerce, namely economics, finance, information technology, and education. The basic goal is to give an overview of some of the most relevant topics in E-Commerce.

To beat your competitors you must know exactly what they are doing. It is impossible to put together a successful competitive strategy if you are unsure what your competitors are doing, what they plan to do or even who your competitors really are. As markets evolve even more rapidly and companies adapt their plans much faster, the demand for competitive intelligence has spiralled. Christopher West, an expert in the field, shows you how to collect, analyse and use competitive intelligence from a variety of sources, including the internet, and change your competitive strategy accordingly.

This book, based upon a large-scale research project, examines alternative types of exchange rate policies being pursued and the changing nature of exchange rate policy during the transition process in four countries, Slovenia, Bulgaria, Poland and the Czech Republic. The book brings together a series of original contributions by country experts and draws out some common themes and over-arching policy implications for the operation of exchange rate policy in the transition process.

The retail sector has undergone a major structural transformation in the past fifteen years and one aspect has been the enormous growth in airport retailing which now represents one of the major methods of profit generation for the airport authorities. With this trend set to continue, retailing will increasingly represent an important aspect of future airport development. In European Airport Retailing the authors set out to examine the contemporary and future developments in airport retailing, both from a strategic and operational perspective. Including coverage of both tax free and duty paid retailing, the book looks at such issues as retail marketing; location and design; supply chain relationships and human resource issues.

Managing productivity and profitability in retailing has taken on a particular role since the onset of the recession of the late 1980s. Productivity can be improved simply by rationalising low performing stores, merchandise ranges and by reducing the number of suppliers and employees. However, this is not necessarily a long term solution. The purpose of this text is to propose a means by which a more proactive approach may be taken to improving both productivity and profitability. The book develops a model based upon management ratios typically used in retailing businesses for planning and control purposes. The model encourages the use of existing performance data to evaluate overall company productivity and profitability together with performance characteristics of individual functions. An additional feature of the approach is the facility to explore the impact of changes to the retail offer suggested by customer research responses. To facilitate the use of the concepts and the model used, a disk is also available, containing the application of the model to a number of the case studies and a facility for the user to input their own data.

Electronic commerce is changing the way that businesses and consumers interact with each other; the products they create, buy, and sell; and the way that they communicate, learn, and become informed. How can policymakers position their countries and themselves to take advantage of this new environment? How should policymaking adjust to a more global, more networked, and more information-rich marketplace where relationships and jurisdictions between the governments, businesses, and citizens of different countries increasingly overlap? How can governments effectively harness rapidly changing technologies and partner with both domestic and foreign private sectors to reap the greatest benefits for their constituents?

This primer answers these questions using both general analysis and specific examples. It addresses in particular the needs of policymakers in emerging markets who must formulate and refine policies that affect e-commerce in areas ranging from telecommunications and finance to international trade and domestic distribution as well as taxation and privacy. Companies considering doing business in these economies also will find that the examples offer insights into the issues that policymakers face, the different policy approaches that they choose, and the market opportunities that result as more and more economies embrace global electronic commerce.

The award-winning bestseller: "Stone's book, at last, gives us a Jeff Bezos biography that can fit proudly on a shelf next to the best chronicles of America's other landmark capitalists." -- "Forbes"""
Amazon.com's visionary founder, Jeff Bezos, wasn't content with being a bookseller. He wanted Amazon to become the everything store, offering limitless selection and seductive convenience at disruptively low prices. To do so, he developed a corporate culture of relentless ambition and secrecy that's never been cracked. Until now.
Brad Stone enjoyed unprecedented access to current and former Amazon employees and Bezos family members, and his book is the first in-depth, fly-on-the-wall account of life at Amazon. THE EVERYTHING STORE is the book the business world can't stop talking about, the revealing, definitive biography of the company that placed one of the first and largest bets on the Internet and forever changed the way we shop and read.

Proposing a comprehensive account of the global fashion industry this book aims to present fashion as a social and cultural fact. Drawing on six principles from the industry, Godart guides the reader through the economic, social and political arena of the world's most glamorous industry.

This book analyses the ways in which crises, including COVID-19, can be managed within the tourism and hospitality industries in Asia, in ways that support the future of these industries and help to make them more resilient. This book supports efforts to develop a new direction for the tourism and hospitality industry by considering their development holistically in the context of sustainable development. Going further, this book highlights actions to make the tourism system more resilient to external shocks and crises. Readers of this book will get insights into the economic, social, technological, and environmental implications of crises on the tourism and hospitality industry in Asia, including issues within the food and beverage industry in the Asian post-COVID-19 period. This book has three major objectives: to explore the crisis context of Asian tourism and hospitality, to present multiple cases from countries in Asia, and finally to envisage the paths to make the Asian tourism system more resilient, through the discussion of new trends and issues emerging following the pandemic. This book examines the economic, social, environmental, and technological implications of crises on the Asian tourism and hospitality industry and discusses the various ways of managing these crises more efficiently, contributing new knowledge to the industry. In its wider context, this book covers tourism management, crisis management, and destination management. At the more micro level, themes explored include tourism economics, marketing management, hospitality management, food and beverage management and tourism technology.

In diesem essential liefert Reingard Jager einen UEberblick daruber, wie sich die Handelslandschaft des klassischen stationaren Einzelhandels durch neue technologische Moeglichkeiten in den letzten Jahrzenten verandert hat. Sie zeigt, welche Auswirkungen die neuen technologischen Moeglichkeiten und damit verbundenen Multi-Channel-Strategien auf einzelne Unternehmensbereiche besitzen, wie sie genutzt und damit einhergehende Herausforderungen gemeistert werden koennen. Die Bedrohung des klassischen stationaren Einzelhandels durch die vielfaltigen Moeglichkeiten des Onlineshoppings, aber auch die damit verbundenen Potenziale durch die neuen Verbindungen zum Kunden werden diskutiert. Die Autorin ubersetzt die wichtigsten Fachbegriffe und erlautert sie im Kontext. Ein besonderes Anliegen der Veroeffentlichung ist es, auch kleinen und mittelstandischen Handlern die Bereiche aufzuzeigen, welche ihnen das Internet bietet, um auf das veranderte Konsumentenverhalten reagieren und wettbewerbsfahig gegenuber den Einzelhandelskonzernen und dem Onlinehandel bleiben zu koennen.

Das Buch stellt die Gefahr von Shitstorms dar, die schnell in Sozialen Medien aufziehen und Unternehmen schaden koennen. Die Sozialen Medien oder das Web 2.0 stellen eine besondere Herausforderung fur das Marketing dar, da die Konsumentinnen und Konsumenten Ruckmeldung zu den gekauften Produkten geben und damit reale sowie vermeintliche Missstande anprangern koennen. Darauf muss die Unternehmenskommunikation reagieren. Fur Unternehmen ware es ein Worst-Case-Szenario, wenn ein Shitstorm seinen Ruf nachhaltig schadigt und intensive Marketingbemuhungen verpuffen lassen wurde. Die Case Study behandelt das Thema Shitstorm-Attacken auf zwei Ebenen. So diskutiert sie auf der ersten Ebene die Moeglichkeiten der Shitstorm-Pravention des Unternehmens, aus denen dann eine Praventionsstrategie erarbeitet wird. Auf der zweiten Ebene wird anhand eines Beispiels ein Plan entwickelt, mit dem ein Shitstorm beruhigt werden kann. Beide Strategien koennen von Unternehmen eingesetzt werden, um sowohl Shitstorms vorzubeugen als auch diese fruhzeitig zu minimieren.

The objective of this report is to examine the extent to which countries in Latin America and the Caribbean participate in global value chains and what are the drivers of such participation. Production processes have been increasingly fragmented worldwide. For example, the production of the Boeing 787 Dreamliner involves 43 suppliers located in 135 locations around the globe. There are many examples like the Dreamliner, from the 451 parts that go into the iPod to the less technologically intensive but still widespread multi-country production of a Barbie doll. All this reflects significant changes in the way world production is being reorganized across national borders. That is, for many goods, production has become a multi-country process in which different stages are carried out in specialized plants in different parts of the world. Countries which specialize in different stages of the production process are thus linked by these global value chains. For developing countries, a clear opportunity from the continuous international fragmentation of production arises in the form of participating in activities that were virtually not opened to them in the past. Therefore, the international fragmentation of production provides opportunities for trade diversification, an issue that can be of particular importance for Latin America and the Caribbean as the region's export base is in general highly concentrated in a few industries and particularly biased towards natural-resource intensive sectors. The aim is to identify whether there is policy space for implementing strategies that allow countries to improve their position in regional and global value chains.

Renommierte Autoren aus Wissenschaft und Praxis nehmen Stellung zur zunehmenden Bedeutung des Produktionsfaktors Information und zeigen Wege zur Profilierung des Handels als Informationsspezialist auf.

Marketing Channel Strategy: An Omni-Channel Approach is the first book on the market to offer a completely unique, updated approach to channel marketing. Palmatier and Sivadas have adapted this classic text for the modern marketing reality by building a model that shows students how to engage customers across multiple marketing channels simultaneously and seamlessly.

The omni-channel is different from the multi-channel. It recognizes not only that customers access goods and services in multiple ways, but also that they are likely doing this at the same time; comparing prices on multiple websites, and seamlessly switching between mobile and desktop devices. With the strong theoretical foundation that users have come to expect, the book also offers lots of practical exercises and applications to help students understand how to design and implement omni-channel strategies in reality.

Advanced undergraduate and graduate students in marketing channels, distribution channels, B2B marketing, and retailing classes will enjoy acquiring the most cutting-edge marketing skills from this book.

A full set of PowerPoint slides accompany this new edition, to support instructors.

Table of Contents

List of Tables, Figures, and Appendices

Preface

CHAPTER 1: The Omni-Channel Ecosystem

Learning Objectives

Introduction

What Is a Marketing Channel?

The Changing Channel Landscape

Marketing Channel Actors

Manufacturers: Upstream Channel Members

Intermediaries: Middle Channel Members

Wholesalers

Retail Intermediaries

Specialized Intermediaries

End-Users: Downstream Channel Members

Combinations of Channel Members

Online Channels

From a Multi-Channel to an Omni-Channel World

Distinction Between Multi-Channel and Omni-Channel Marketing Strategies: Trends Driving the Shift

Trend 1: Channel Participants Operate in a Connected World

Trend 2: Cross-Channel Shopping

Trend 3: Altered Shopping Norms

Trend 4: Moving into Services

Trend 5: Targeted Promotions and Customer Insights

Channel Strategy Framework

Take-Aways

　

CHAPTER 2: Channel Basics

Learning Objectives

Introduction

The Importance of Marketing Channel Strategies

Why Do Marketing Channels Exist?

Benefits for Downstream Channel Members

Search Facilitation

Sorting

Benefits to Upstream Channel Members

Routinization of Transactions

Fewer Contacts

The Key Functions Marketing Channels Perform

Channel Functions

Designing Channel Structures and Strategies

Auditing Marketing Channels

Auditing Channel Functions Using the Efficiency Template

Evaluating Channels: The Equity Principle

Evaluating Channels: Zero-Based Channel Concept

Auditing Channels Using Gap Analysis

Sources of Channel Gaps

Service Gaps

Cost Gaps

Combining Channel Gaps

Evaluating Channels: Gap Analysis Template

Make-or-Buy Channel Analysis

Auditing Omni-Channels

Take-Aways

CHAPTER 3: Channel Power

Learning Objectives

Introduction: The Nature of Marketing Channels

Power

Power as a Tool

The Five Sources of Channel Power

Reward Power

Coercive Power

Expert Power

Legitimate Power

Referent Power

Dependence as the Mirror Image of Power

Defining Dependence

Measuring Dependence

Utility and Scarcity

Percentage of Sales or Profits

Role Performance

Balancing Power: A Net Dependence Perspective

Imbalanced Dependence

Strategies for Balancing Dependence

Strategies for Tolerating Imbalanced Dependence

Power-Based Influence Strategies

Omni-Channels and Power

Take-Aways

CHAPTER 4: Channel Relationships

Learning Objectives

Introduction

Why Do Relationships Matter in Marketing Channels?

Upstream Motives for Building a Strong Channel Relationship

Downstream Motives for Building a Strong Channel Relationship

Building Channel Commitment

Need for Expectations of Continuity

Need for Reciprocation: Mutual Commitment

Strategies for Building Commitment

How Downstream Channel Members Commit

How Upstream Channel Members Commit

Building Channel Trust

Need for Economic Satisfaction

Strategies for Building Channel Partners’ Trust

Role of Noneconomic Factors

Decision-Making Processes

Overcoming Channel Distrust

Preventing Perceptions of Unfairness

The Channel Relationship Lifecycle

The Five Stages of a Channel Relationship

Managing the Stages

Managing Troubled Relationships

Relationship Portfolios

Relationship Quality

Multi-Channel Versus Omni-Channel Relationships

Take-Aways

CHAPTER 5: Channel Conflict

Learning Objectives

Introduction

The Nature of Channel Conflict

Types of Conflict

Measuring Conflict

Consequences of Conflict

Functional Conflict: Improving Channel Performance

Manifest Conflict: Reducing Channel Performance

Major Sources of Conflicts in Channels

Competing Goals

Differing Perceptions of Reality

Intrachannel Competition

Omni-Channels

Identifying Multi-Channel Conflicts

Managing Multiple Channels

Unwanted Channels: Gray Markets

Mitigating the Effects of Conflict in Balanced Relationships

Conflict Resolution Strategies

Forestalling Conflict through Institutionalization

Information-Intensive Mechanisms

Third-Party Mechanisms

Building Relational Norms

Using Incentives to Resolve Conflicts

Take-Aways

CHAPTER 6: Retailing Structures and Strategies

Learning Objectives

The Nature of Retailing

Classification of Retailers

Supermarkets

Warehouse Clubs

Department Stores

Specialty Stores

Full Line Discount Stores

Convenience and Drug Stores

The Retail Landscape

The Big Players

Modern Shifts and Challenges

Retail Positioning Strategies

Cost-Side Positioning Strategies

Demand-Side Positioning Strategies

Bulk-Breaking

Spatial Convenience

Waiting and Delivery Time

Product Variety

Customer Service

Retail Channels

Internet Retail Channels & E-Commerce

Direct Selling Channel

Hybrid Retail Channels

Retailer Power and Its Effects

Effect on Forward Buying

Effect on Slotting Allowance

Effect on Failure Fees

Effect on Private Branding

Retailing Structures and Strategies

Take-Aways

CHAPTER 7: Wholesaling Structure and Strategies

Learning Objectives

Introduction

What Is a Wholesaler?

How Are Wholesalers Different from Distributors?

The Wholesaler-Distributor Landscape

Master Distributors

Other Supply Chain Participants

Wholesaling Strategies

A Historical Perspective on Wholesaling Strategy

Wholesaling Value-Added Strategies

Alliance-Based Wholesaling Strategies

Wholesaler-Led Initiatives

Manufacturer-Led Initiatives

Retailer-Sponsored Cooperatives

Consolidation Strategies in Wholesaling

Adapting to Trends in Wholesaling

International Expansion

Omni-Channels

B2B Online Exchanges

Online Reverse Auctions

Fee for Services

Vertical Integration of Manufacturing into Wholesaling

Take-Aways

CHAPTER 8: Franchising Structure and Strategies

Learning Objectives

Franchising Formats

Product and Trade Name Franchising

Business Format Franchising

The Franchising Arrangement

Benefits of Franchising

To Franchisees

Start-Up Package

Ongoing Benefits

Competitive Advantages of Franchising

To Franchisors

Financial and Managerial Capital for Growth

Harnessing the Entrepreneurial Spirit

Reasons Not to Franchise

Franchising Strategies

Franchising Contracting Strategies

Payment Systems

Leasing

Termination

Contract Consistency

Contract Enforcement

Self-Enforcing Agreements

Company Store Strategies

Market Differences

Temporary Franchise and Company Outlets

Plural Forms and Synergies

Exploiting Franchises with Company Outlets

Adapting to Challenges in Franchising

Survival Trends

Maintaining a Cooperative Atmosphere

Managing Inherent Goal Conflict

Multi-Unit Franchising

Franchising and Omni-Channels

Take-Aways

CHAPTER 9: Channels and International Markets

Learning Objectives

Introduction

Key Middlemen in International Business

Export Management Companies

Export Trading Companies

Piggybacking

International Retailing

International Franchising

International Distribution Challenges

The Role of the Wholesaler

Marketing to the Base of the Pyramid

Defining the Market

Ethical Considerations at the BOP

Distribution to the BOP

Omni-Channel and Global Marketing

Take-Aways

　

CHAPTER 10: End-User Analysis: Segmenting and Targeting

Learning Objectives

Introduction: Understanding the Importance of Channel Segmentation

End-User Segmentation Criteria: Service Outputs

Bulk Breaking

Spatial Convenience

Waiting or Delivery Time

Product Variety and Assortment

Customer Service

Information Sharing

Segmenting End-Users by Service Output

Targeting End-User Segments

Omni-Channels and End-User Segments

Take-Aways

CHAPTER 11: Omni-Channel Strategy

Learning Objectives

Introduction

Key Challenges of the Omni-Channel Approach

The Four Pillars of an Omni-Channel Strategy

Harnessing Customer Knowledge

Leveraging Technology

Managing Channel Relationships

Assessing Channel Performance

Take-Aways

Index /

Werner Muller Bundesminister fur Wirtschaft und Technologie Der internationale Globalisierungsprozess hat in den letzten Jahren eine betrachtliche Intensivie rung erfahren. Sie halt unvermindert an, ein Ende ist nicht abzusehen. Je leichter und kosten gunstiger der Transport von Menschen, Gutern oder Informationen, desto rascher und enger das Zusammenwachsen der Raume. Hiervon bleibt auch der Umweltschutz nicht unberuhrt. Langst ist der Schutz unserer Umwelt zur notwendigen, ja unerlasslichen Dimension geworden. Zu Recht postuliert dabei das aus dem Rio-Prozess 1992 entwickelte Leitbild der Nachhaltigkeit auch im weltweiten Kontext die gleichrangige Berucksichtigung oekonomischer, oekologischer und sozialer Belange. Deutschland ist wie kaum eine andere Nation auf offene Markte angewiesen. Andererseits sind die deutschen Umweltstandards besonders anspruchsvoll. Des halb ist gerade die deutsche Politik gefordert, zur Erhaltung und Foerderung unse rer Wettbewerbsfahigkeit fur ein hoeheres Mass an internationalem Umweltschutz bei gleichzeitiger Gewahrleistung des freien Handels einzutreten. Anspruchsvolle internationale Umweltstandards eroeffnen innovativen deut schen Produzenten von Umweltschutz-Technologien auf einem rasant wachsenden Weltmarkt beachtliche neue Geschaftsfelder und Potentiale. Die Politik kann hier flankierend zur Seite stehen, sei es mit Hilfe des umfangreichen aussenwirtschaft lichen Foerderinstrumentariums, sei es als Turoeffner. Allerdings: Die Hauptarbeit muss von der Wirtschaft selbst geleistet werden.

"Recht fur Manager" versteht sich als Leitfaden zu den rechtlichen Rahmenbedingungen einer marktorientierten Unternehmensfuhrung. Das Buch vermittelt dem Praktiker die notwendige Kenntnis der einschlagigen Rechtsnormen, gibt zugleich einen Einblick in die juristische Denkweise und ermoeglicht so kompetente Loesungen fur Problemstellungen im Spannungsfeld zwischen Management und Recht. Juristen bietet das Buch einen Einblick in die wichtigsten "juristisch gepragten" Entscheidungstatbestande einer marktorientierten Unternehmensfuhrung. Eine ubersichtliche Struktur, pragnante Darstellung und klare Sprache machen die Lekture leicht und angenehm.

Die Autoren erklaren, wie die Rentabilitat eines Unternehmens trotz starker Konkurrenz durch Wettbewerbslenkung erhalten werden kann. Der Leser erfahrt einfache, aber ausserst wirkungsvolle finanzielle Techniken zur Integration der Kostenfrage in Marketingentscheidungen. Gewinnmoglichkeiten werden erlautert, die sich aus einer Marktsegmentierung ergeben, ebenso wie die spezifischen Techniken zur Erreichung dieser Segmentierung."

Die zunehmende Globalisierung zwingt die Unternehmen, wirtschaftlicher zu agieren. Die Organisation von Produktions- und Verwaltungsvorgangen nach Geschaftsprozessen bietet Moeglichkeiten zur Effizienzsteigerung. Schnittstellen koennen reduziert werden, Vorgange werden beschleunigt und die Moeglichkeit des Outsourcing kann genutzt werden. In diesem Buch wird von fuhrenden Fachvertretern aus Europa und den USA zur Frage Stellung genommen, in welchen Weisen ein Business Reengineering in allen betrieblichen Bereichen - vom Strategischen Management uber das Marketing-, Operations-, Finance-Management bis hin zum Human-Resources-Management realisiert werden kann.

Entgegen einer weitverbreiteten Meinung ist Deutschland keine "Servicewuste." Viele deutsche Handler und deren Industriepartner haben in den vergangenen Jahren weit mehr fur ihre Kunden investiert als dies bekannt ist. Diese Branche steht durch moderne Managementprozesse und neueste Technologien mitten in einem radikalen Umbruch. Einzelhandel, Konsumguterhersteller, Dienstleister wie Marktforschungsunternehmen, IT-Hersteller und Softwareanbieter sowie Logistikunternehmen bauen Netzwerke der Zusammenarbeit auf, bei denen es nur um eins geht: standig Kundenorientierung optimieren. Dieses Buch dokumentiert diese aktuellen Spitzenleistungen der Kundenorientierung und liefert damit Vorbilder fur andere. Autoren des Buches sind Vorstande und Geschaftsfuhrer, aber auch "Macher" aus vielen Unternehmen."

Customer Relationship Management stellt das Beziehungsgeflecht zwischen Herstellern, Handlern und Kunden vor neue Herausforderungen. Wie gestaltet man eine einheitliche Kommunikation mit dem Kunden uber verschiedene Kanale? Wie kann eine individuelle Ansprache des Kunden erreicht werden? Wie nutzt man neue Technologien, um ein genaueres Bild vom Kunden zu gewinnen? Und welche Massnahmen zur Kundenbindung sind Erfolg versprechend? Die Optimierung der Beziehungsqualitat nach wirtschaftlichen Kriterien bildet den Kern des Customer Relationship Managements (CRM). Die Autoren widmen sich umfassend den betriebswirtschaftlichen und informationstechnologischen Aspekten dieses Managementansatzes und schliessen mit ihrer konsequenten Ausrichtung auf den Anwendungsbereich des Handels eine Lucke in der bestehenden CRM-Literatur. Aktuelle Fallbeispiele aus der Handelsbranche vermitteln anschauliches Wissen fur die erfolgreiche Umsetzung."

In 50 Beitragen widmen sich kompetente Autoren aus Wissenschaft und Praxis unterschiedlichen Facetten des Global Trade. Dabei werden nicht nur die Erscheinungsformen und Rahmenbedingungen des Aussenhandels betrachtet, sondern es erfolgt daruber hinaus eine umfassende Auseinandersetzung mit Strategien und Vorgehensweisen der Selektion und Bearbeitung auslandischer Absatz- und Beschaffungsmarkte sowie der Gestaltung und Fuhrung aussenhandelsorientierter Unternehmen.
"Eine gelungene Auswahl von Beitragen zu wirklich relevanten Themen Fallstudien stutzen die Theorie und illustrieren die Praxis." www.literaturtest.de"

Die Autoren gehen den Fragen nach der Bedeutung von e-commerce in der Zukunft nach, zeigen die zentralen Probleme auf und prasentieren konkrete Losungen, unterstutzt durch zahlreiche Fallbeispiele. Ein Buch fur alle Unternehmenspraktiker, die von den Entwicklungen im e-commerce betroffen sind. -> Praktischer Wegweiser zum Thema e-commerce -> Entscheidungshilfen fur Unternehmen

Kunden sprechen mit Lieferanten - Fuhrungskrafte aus den Unternehmen schildern Ihre Vorstellungen zu den Kunden-Lieferanten-Beziehungen: was wird sich andern? Die Diskussion in den Workshops erganzt die Vortrage durch eine kritische Auseinandersetzung. Das nun vorliegende Buch enthalt eine Bearbeitung wichtiger Vortrage und Diskussionsbeitrage. Damit koennen die Leser die Praxis des Vertriebsalltags aus kompetenter Sicht erfahren und eigene Handlungsempfehlungen ableiten.

Dieses Buch beschreibt zukunftsweisende Perspektiven fur den effizienten Einsatz von Informationssystemen fur das Handelsmanagement und fur das Distributionsmanagement der Industrie. Diese Informationssysteme sind umfangreicher als klassische Warenwirtschaftssysteme: Sie decken zusatzlich betriebswirtschaftlich-administrative Aufgaben, das Controlling sowie die Unternehmensplanung funktionell ab. Die Autoren beschreiben neben den theoretischen Grundlagen die neuen Trends wie Efficient Consumer Response, Category und Supply Chain Management oder Electric Commerce anhand praktischer Beispiele. Dadurch wird das Buch unentbehrlich fur Theorie und Praxis.