Nelson Higher Education

Higher Education

Marketing Channels, 8th Edition

  • Bert Rosenbloom
  • ISBN-10: 0324316984
  • ISBN-13: 9780324316988
  • 696 Pages | Hardcover
  • Previous Editions: 2004, 1999, 1995
  • COPYRIGHT: 2012 Published
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About the Product

Marketing Channels: A Management View, a market leader, is known to provide a management focus and managerial framework to the field of marketing channels. Theory, research, and practice are covered thoroughly and blended into a discussion that stresses decision making implications. This new edition reflects global, socio-cultural, environmental, and technological changes that have taken place within the industry.


  • Focus on Channels: The chapter opening vignettes stimulate the reader's interest with up-to-date examples that are relevant to today's students.

  • Cases: Through extensive use of case studies, students are provided the opportunity to see market channeling in action with real companies.

  • Electronic and Sustainable Marketing: Chapter covering electronic marketing channels and sustainable business models has been heavily revised to reflect the integrated convergence of electronic and conventional channels as well as the advantages of a sustainable business model.

  • Issues for Discussion: Mini-cases, found at the end of each chapter, reflect the most recent developments affecting marketing channels. These mini-cases use real-life examples; about half of these are completely new to this edition.

  • Extensive References: Throughout the text, there are an extensive amount of references to marketing journals and literature in the field.


"The content is exactly on target and follows a logical, organized flow – the primary reasons for adopting this text." -- Jeffrey Hittler, Indiana University
— Jeffrey Hittler

About the Author

Bert Rosenbloom

Bert Rosenbloom earned his Ph.D. at Temple University. He currently is a professor of marketing and Rauth Chair in Electronic Commerce in the LeBow College of Business, Drexel University, and editor of the Journal of Marketing Channels. He has served on the editorial boards of several publications including the Journal of Consumer Marketing, Journal of the Academy of Marketing Science, and Journal of International Consumer Marketing. Dr. Rosenbloom also serves on the ad hoc review boards of the Journal of Marketing Research, Journal of Marketing, and Journal of Retailing. He is former president of the International Management Development Association and former vice president of the Philadelphia Chapter of the American Marketing Association. Dr. Rosenbloom is a past member of the Board of Governors of the Academy of Marketing Science. Dr. Rosenbloom is a leading expert on the management of marketing channels and distribution systems and the author of 10 books and more than 100 articles. His book Marketing Channels: A Management View, now in its sixth edition, has been the leading college textbook on marketing channels for over two decades. His book Marketing Functions and the Wholesale Distributor has been acclaimed in the wholesaling sector for providing the industry with new concepts and analytical methods to increase productivity in wholesale marketing channels. Dr. Rosenbloom has consulted for a broad range of industries in manufacturing, wholesaling, retailing, communications, services, and real estate in the United States and abroad. He has won two teaching awards.

Table of Contents

1. Marketing Channel Concepts.
2. Marketing Channel Participants.
3. The Environment of Marketing Channels.
4. Behavioral Processes in Marketing Channels.
5. Strategy in Marketing Channels.
6. Designing Marketing Channels.
7. Selecting Channel Partners.
8. Target Markets and Channel Design Strategy.
9. Motivating the Channel Members.
10. Product Issues in Channel Management.
11. Pricing Issues in Channel Management.
12. Promotion in Marketing Channels.
13. Logistics and Supply Chain Management in Marketing Channels.
14. Evaluating Channel Member Performance.
15. Online Channel Systems and Management.
16. Franchise Marketing Channels.
17. Marketing Channels for Services.
18. Global Marketing Channels.
Part V: CASES.

New to this edition

  • Increased emphasis on the role of technology in marketing channels.
  • Increased emphasis on manning the supply chain.
  • Increased coverage of global markets, and how currency fluctuations can affect pricing in multiple markets and pricing.
  • The eighth edition has been heavily revised to bring the most up-to-date marketing channels coverage. Major influences in today's business models, such as green or sustainable marketing channels as well as major technology and communications breakthroughs, are included in this edition. The use of real companies relevant to students throughout the book, as well as in the cases in part 5, provides students with a dynamic and engaging learning experience.
  • The chapter opening vignettes have been completely rewritten and updated for this new edition to stimulate the reader's interest and set the stage for the chapter. Opening vignettes include,, Gazelle, The Beatles distribution methods, Burger King's one dollar Whopper Junior, and more.
  • This new edition brings the field of marketing channels to life through an abundance of all new examples, providing readers with the most current, real-world examples and content. There are a number of new examples in the area of services, business-to-business, and integrated channels.