Kotler_Marketing management 14e_03

英研修2023-10-29contents •课程介绍•教学内容•教学方法•教学师资•教学设施•课程收益目录01课程介绍课程背景针对高级营销精英的深度研修，提升营销战略思维和实战能力结合全球最新营销趋势，专注于实战案例分析和行业前沿探讨源自美国科特勒集团（KotlerMarketing Group）的经典营销课程掌握高级营销战略与战术，提升企业竞争力熟练运用创新营销工具与渠道，实现高效营销深入了解全球营销趋势，提升跨文化营销能力课程目标课程特色汇集美国科特勒集团核心团队及业界顶级专家，为您带来最前沿的营销理念与实战经验名师授课实战导向国际化视野行业交流课程中穿插大量实战案例，通过小组讨论、角色扮演等方式，提高学员的实际操作能力课程涉及全球最新营销趋势，培养学员具备国际化视野，为全球化营销做好准备课程中安排行业大咖分享，为学员提供与业界精英深度交流的机会，拓展人脉资源02教学内容营销策略探讨市场定位、目标市场选择、竞争分析、营销组合策略等，培养制定营销策略的能力。

营销规划学习如何制定长期和短期的营销计划，包括产品推广、品牌建设、销售渠道等方面的规划。

营销策略与规划了解客户购买行为的心理过程，培养与客户建立信任和关系的能力。

销售心理学学习有效的销售技巧，包括沟通技巧、谈判技巧、客户关系管理等。

销售技巧销售技巧与实战市场调研学习如何进行市场调研，包括问卷调查、访谈、数据分析等，以获取市场需求和竞争信息。

市场分析培养对市场趋势、竞争格局、消费者行为等方面的分析能力，为制定营销策略提供依据。

市场调研与分析学习有效的沟通技巧，包括倾听、表达、反馈等，以提高与客户的沟通效果。

谈判技巧培养谈判策略和技巧，包括协商、让步、达成共识等，以实现双赢的谈判结果。

沟通技巧营销沟通与谈判VS03教学方法营销大师科特勒的营销理论体系，包括营销策略、营销渠道、消费者行为等。

教授营销理论营销工具介绍营销案例分析介绍各种营销工具，如市场调研、广告、公关、促销等，以及如何运用这些工具进行有效的营销。

Chapter 2: Developing Marketing Strategies and Plans GENERAL CONCEPT QUESTIONSMultiple Choice1. A key ingredient of the marketing management process is insightful, ________marketing strategies and plans that can guide marketing activities.a. creativeb. measurablec. macrod. microe. nicheAnswer: a Page: 35 Level of difficulty: Medium2. According to a chapter story about H&M clothing stores, H&M is able to putproducts out quickly and inexpensively by all of the following EXCEPT ________.a. having few middlemen and owning no factoriesb. buying large volumesc. having extensive experience in the clothing industryd. having a great knowledge of which goods should be bought from which marketse. having total control of its distribution channel from the time the goods areproduced until the time they are soldAnswer: e Page: 36 Level of difficulty: Hard3. The task of any business is to deliver ________ at a profit.a. customer needsb. productsc. customer valued. products and servicese. improved qualityAnswer: c Page: 36 Level of difficulty: Medium4. In a hypercompetitive economy such as ours, a company can win only by fine-tuningthe value delivery process and choosing, providing, and ________ superior value.a. communicatingb. selecting target markets withc. composingd. developinge. researchingAnswer: a Page: 36 Level of difficulty: Medium5. The traditional view of marketing is that the firm makes something and then________ it.a. marketsb. sellsc. distributesd. pricese. servicesAnswer: b Page: 36 Level of difficulty: Easy6. Today, the “mass-market” is actually splintering into numerous ________, each withits own wants, perceptions, preferences, and buying criteria.a. micromarketsb. market targetsc. macromarketsd. customer cliquese. demographic unitsAnswer: a Page: 37 Level of difficulty: Medium7. The first phase of the value creation and delivery sequence is ________ thatrepresents the “homework” marketing must do before any product exists.a. choosing the valueb. market researchc. target marketingd. service consideratione. projective thinkingAnswer: a Page: 37 Level of difficulty: Medium8. The last step in the value creation and delivery sequence is ________ the value wherethe sales force, sales promotion, advertising, and other communication tools announce and promote the product.a. developingb. distributingc. communicatingd. reversinge. researchingAnswer: c Page: 37 Level of difficulty: Medium9. The Japanese have refined the value delivery process to include a component thatemphasizes ________.a. zero servicingb. zero customer feedback timec. zero promotiond. zero dependency on intermediariese. zero marketing costsAnswer: b Page: 38 Level of difficulty: Medium10. The ________ is a tool for identifying ways to create more customer value.a. value chainb. customer surveyc. brand loyalty indexd. promotion channele. supplier databaseAnswer: a Page: 38 Level of difficulty: Easy11. The ________ identifies nine strategically relevant activities that create value andcost in a specific business.a. value propositionb. value chainc. mission statementd. annual reporte. manager’s logAnswer: b Page: 38 Level of difficulty: Medium12. The ________ in the value chain cover the sequence of bringing materials into thebusiness (inbound logistics), converting them into final products (operations), shipping out final products (outbound logistics), marketing them (marketing and sales), and servicing them (service).a. operations processb. manufacturing processc. primary activitiesd. secondary activitiese. tertiary activitiesAnswer: c Page: 38 Level of difficulty: Medium13. Procurement, technology development, human resource management, and firminfrastructure are handled in certain specialized departments and are called ________.a. materials handlingb. support activitiesc. inventory activitiesd. primary activitiese. benchmark activitiesAnswer: b Page: 38 Level of difficulty: Hard14. The firm should estimate its competitors’costs and performances as ________against which to compare its own costs and performance.a. competitionb. standardsc. challengesd. benchmarkse. moveable standardsAnswer: d Page: 38 Level of difficulty: Easy15. The firm’s success depends not only on how well each department performs its work,but also on how well the various departmental activities are coordinated to conduct ________.a. core strategiesb. satellite businessesc. core valuesd. core business processese. core technologiesAnswer: d Page: 38 Level of difficulty: Medium16. With respect to core business processes, all the activities involved in gathering marketintelligence, disseminating it within the organization, and acting on the information is referred to as the ________.a. market sensing processb. market research processc. target marketing processd. market pulse processe. deployment processAnswer: a Page: 38 Level of difficulty: Medium17. With respect to the core business processes, all the activities involved in researching,developing, and launching new high-quality offerings quickly and within budget are referred to as the ________.a. new product processb. new offering realization processc. product development processd. product launch processe. return on investment processAnswer: b Page: 38 Level of difficulty: Hard18. With respect to the core business processes, the ________ is considered to be all theactivities involved in defining target markets and prospecting for new customers.a. customer acquisition processb. customer relationship management processc. fulfillment management processd. customer prospecting processe. customer equity processAnswer: a Page: 38 Level of difficulty: Medium19. A good way to describe the ________ would be discuss all the activities involved inbuilding deeper understanding, relationships, and offerings to individual customers.a. customer acquisition processb. customer relationship management processc. customer prospecting processd. customer fulfillment management processe. customer equity processAnswer: b Page: 38 Level of difficulty: Medium20. Another way to describe a value delivery network (partnering with specific suppliersand distributors) is to call it a ________.a. teamwork groupb. cabalc. domestic power centerd. link to relationshipse. supply chainAnswer: e Page: 39 Level of difficulty: Easy21. The key to utilizing organizational core competencies is to ________ that make upthe essence of the business.a. make the competencies pay for themselvesb. own all intermediaries who come in contact with your goods and servicesc. own and nurture the resources and competenciesd. emphasize global promotionse. segment workforcesAnswer: c Page: 39 Level of difficulty: Hard22. We can say that a ________ has three characteristics: (1) It is a source of competitiveadvantage in that it makes a significant contribution to perceived customer benefits,(2) it has applications in a wide variety of markets, and (3) it is difficult forcompetitors to imitate.a. core competencyb. business strategyc. core technologyd. strategic business unite. winning strategyAnswer: a Page: 39 Level of difficulty: Medium23. Core competencies tend to refer to areas of special technical and production expertise,where ________ tend to describe excellence in broader business processes.a. process benchmarksb. distinctive capabilitiesc. core business valuesd. value statementse. mission statementsAnswer: b Page: 40 Level of difficulty: Medium24. George Day sees market-driven organizations as excelling in three distinctivecapabilities: ________, customer linking, and channel bonding.a. target marketingb. market researchc. fulfilling customer needsd. market sensinge. customer service relationshipsAnswer: d Page: 40 Level of difficulty: Medium25. Competitors find it hard to imitate companies such as Southwest Airlines, Dell, orIKEA because they are unable to copy their ________.a. product innovationsb. distribution strategyc. pricing policiesd. activity systemse. logistics systemAnswer: d Page: 40 Level of difficulty: Hard26. One conception of holistic marketing views it as “integrating the value exploration,________, and value delivery activities with the purpose of building long-term, mutually satisfying relationships and co-prosperity among key stakeholders.”a. value creationb. value propositionc. value managementd. value researche. value chainAnswer: a Page: 40 Level of difficulty: Hard27. Holistic marketers achieve profitable growth by expanding customer share,________, and capturing customer lifetime value.a. undermining competitive competenciesb. building customer loyaltyc. milking the market for product desiresd. renewing a customer basee. inspecting all market share dataAnswer: b Page: 40 Level of difficulty: Medium28. The holistic marketing framework is designed to address three key managementquestions. Which of the following is one of those questions?a. Value claims—how does the company deal with value erosion?b. Value proposition—how can value propositions be made profitable?c. Value chain—are there weak links in the company’s value chaind. Value network—how can a company effectively network?e. Value exploration—how can a company identify new value opportunities? Answer: e Page: 41 Level of difficulty: Hard29. The customer’s ________ reflects existing and latent needs and includes dimensionssuch as the need for participation, stability, freedom, and change.a. competence spaceb. resource spacec. emotional spaced. relationship spacee. cognitive spaceAnswer: e Page: 41 Level of difficulty: Medium30. The company’s ________ can be described in terms of breadth—broad versusfocused scope of business; and depth—physical versus knowledge-based capabilities.a. business missionb. core strategyc. cognitive spaced. competency spacee. resource spaceAnswer: d Page: 41 Level of difficulty: Medium31. The collaborator’s ________ involves horizontal partnerships, where companieschoose partners based on their ability to exploit related market opportunities, and vertical partnerships, where companies choose partners based on their ability to serve their value creation.a. resource spaceb. competency spacec. cognitive spaced. rational spacee. service spaceAnswer: a Page: 41 Level of difficulty: Medium32. Business realignment may be necessary to maximize core competencies. Which of thefollowing would be one of the steps in this realignment process?a. Reviewing all macro relationships.b. Reviewing global outreach projections.c. Redefining the business concept (the “big idea”).d. Reviewing successes from e-commerce (if any).e. Revamping the ethics statement.Answer: c Page: 41 Level of difficulty: Medium33. ________ allows the company to discover who its customers are, how they behave,and what they need or want. It also enables the company to respond appropriately, coherently, and quickly to different customer opportunities.a. Network managementb. Strategic managementc. Marketing managementd. Customer relationship managemente. Total quality managementAnswer: d Page: 41 Level of difficulty: Medium34. To respond effectively and provide value delivery, the company requires ________ tointegrate major business processes (e.g., order processing, general ledger, payroll, and production) within a single family of software modules.a. human resource managementb. internal auditing managementc. internal resource managementd. strategic managemente. marketing managementAnswer: c Page: 41 Level of difficulty: Hard35. With respect to value delivery, ________ allows the company to handle complexrelationships with its trading partners to source, process, and deliver products.a. a value matrixb. a global distribution policyc. a business development strategyd. business partnership managemente. total quality managementAnswer: d Page: 41 Level of difficulty: Medium36. Successful marketing requires having capabilities such as understanding ________,creating customer value, delivering customer value, capturing customer value, and sustaining customer value.a. customer loyaltyb. customer perksc. customer retentiond. customer valuee. customer benefitsAnswer: d Page: 41 Level of difficulty: Easy37. According to a McKinsey research study, which of the following is one of the mainchallenges that marketing must face in the twenty-first century?a. The threat of ethics-based lawsuits.b. Doing more with less.c. Hostile takeover attempts.d. Increasing control by big government.e. Being independent of the distribution process.Answer: b Page: 42 Level of difficulty: Medium38. Strategic planning in the twenty-first century calls for action in three key areas.Which of these key areas deals specifically with devising a long-term game plan for achieving long-run objectives?a. Creating a viable business opportunity.b. Producing a strategic fit.c. Developing an investment portfolio.d. Expanding core competencies.e. Establishing a strategy.Answer: e Page: 42 Level of difficulty: Medium39. Most large companies consist of four organizational levels: the ________, thedivision level, the business unit level, and the product level.a. board of director levelb. major stakeholder levelc. management team leveld. corporate levele. strategic levelAnswer: d Page: 43 Level of difficulty: Easy40. The ________ is the central instrument for directing and coordinating the marketingeffort.a. strategic planb. marketing planc. tactical pland. customer value statemente. corporate missionAnswer: b Page: 43 Level of difficulty: Medium41. The ________ lays out the target markets and the value proposition that will beoffered, based on an analysis of the best market opportunities.a. organizational planb. strategic marketing planc. corporate tactical pland. corporate missione. customer value statementAnswer: b Page: 43 Level of difficulty: Medium42. In which of the following plans would we most likely find directions forimplementing and addressing daily challenges and opportunities in product features, promotion, merchandising, pricing, sales channels, and service areas.a. The tactical marketing plan.b. The target marketing plan.c. The deployment plan.d. The product launch plan.e. The product development plan.Answer: a Page: 43 Level of difficulty: Easy43. If you wanted to find out more about target markets and the organization’s valueproposition, which of the following types of plans would most likely contain information that might be useful to you in your quest?a. The marketing plan.b. The organizational plan.c. The strategic marketing plan.d. The tactical marketing plan.e. The marketing mix plan.Answer: c Page: 43 Level of difficulty: Medium44. The ________ process consists of corporate, division, business, and product planning.a. implementingb. controllingc. innovationd. planninge. competitiveAnswer: d Page: 44 Level of difficulty: Medium45. All corporate headquarters undertake four planning activities, the first of which is________.a. defining the corporate missionb. establishing strategic business units and assigning resources (SBUs)c. assigning resources to each SBUd. assessing growth opportunitiese. understanding target marketsAnswer: a Page: 44 Level of difficulty: Easy46. A clear, thoughtful mission statement provides employees with a shared sense ofpurpose, direction, and ________.a. profitabilityb. target market feasibilityc. opportunityd. continuous improvemente. quality productsAnswer: c Page: 44 Level of difficulty: Medium47. Mission statements are at their best when they reflect a ________.a. marketb. strengthc. competencyd. visione. valueAnswer: d Page: 44 Level of difficulty: Medium48. Which of the following terms matches to the phrase “it is a single business orcollection of related businesses that can be planned separately from the rest of the company”?a. Strategic business unit.b. Diverse business unit.c. Growth business unit.d. Niche market unit.e. Specialized business unit.Answer: a Page: 47 Level of difficulty: Easy49. Market-penetration, product-development, and market-development strategies wouldall be examples of ________ strategies.a. concentricb. conglomeratec. horizontald. intensive growthe. integrative growthAnswer: d Page: 48 Level of difficulty: Hard50. A(n) ________ is when a company might seek new businesses that have norelationship to its current technology, products, or markets.a. concentric strategyb. conglomerate strategyc. horizontal strategyd. intensive growth strategye. integrative strategyAnswer: b Page: 49 Level of difficulty: Medium51. Which of the following terms most closely matches to “the shared experiences,stories, beliefs, and norms that characterize an organization”?a. Organizational dynamics.b. A business mission.c. An ethical/value statement.d. Customer relationships.e. Corporate culture.Answer: e Page: 50 Level of difficulty: Medium52. The first step in the business unit strategic-planning process deals with which of thefollowing?a. Goal formulation.b. Business mission.c. Strategy formulation.d. Program formulation.e. SWOT analysis.Answer: b Page: 51 Level of difficulty: Medium53.When a business gets to know market segments intimately and pursues either costleadership or differentiation within the target segment it is referred to as a ________.a. defined strategyb. focused strategyc. value-added strategyd. competitive advantage strategye. customer-focused strategyAnswer: b Page: 56 Level of difficulty: Hard54. If a firm pursues a ________ strategy, it must be good at engineering, purchasing,manufacturing, and physical distribution.a. differentiationb. overall cost leadershipc. focusd. domestic customer relationshipe. market shareAnswer: b Page: 56 Level of difficulty: Medium55. To keep their strategic alliances thriving, corporations have begun to developorganizational structures to support them and have come to view the ability to form and manage partnerships as core skills. This is called ________.a. value managed partnershipb. synergistic partnershipc. centralized partnershipd. partner relationship managemente. win-win relationship managementAnswer: d Page: 57 Level of difficulty: Hard56. Traditionally, most businesses focused on stockholders. Today, the focus is on whatare called ________.a. stakeholdersb. partnersc. regulatorsd. consumer triadse. supply-chain relationshipsAnswer: a Page: 58 Level of difficulty: Easy57. A ________ is a written document that summarizes what the marketer has learnedabout the marketplace and indicates how the firm plans to reach its marketing objectives.a. strategic planb. marketing planc. sales pland. target market plane. competitive analysis planAnswer: b Page: 60 Level of difficulty: Easy58. Which of the following permits senior management to grasp the marketing plan’smajor thrust?a. The situation analysis.b. The marketing strategy.c. The executive summary and table of contents.d. Financial projections.e. Implementation and controls.Answer: c Page: 60 Level of difficulty: Medium59. Most marketing plans cover ________.a. one yearb. two yearsc. three yearsd. four yearse. five yearsAnswer: a Page: 60 Level of difficulty: Easy60. The most frequently cited shortcomings of current marketing plans, according tomarketing executives, are lack of realism, insufficient competitive analysis, and a ________ focus.a. long-termb. profitc. short-rund. producte. priceAnswer: c Page: 60 Level of difficulty: EasyTrue/False61.The traditional view of marketing is that the firm makes something and then sells it. Answer: True Page: 36 Level of difficulty: Easy62. The traditional view of marketing begins with a first step called strategic marketing. Answer: False Page: 36 Level of difficulty: Hard63. The formula, segmentation, targeting, and positioning (STP) is the essence ofstrategic marketing.Answer: True Page: 37 Level of difficulty: Medium64. The Japanese have extended the value delivery process by adding the concept of zeropromotions after five years.Answer: False Page: 38 Level of difficulty: Medium65. The customer relationship management process is all the activities involved inreceiving and approving orders, shipping the goods on time, and collecting payment. Answer: False Page: 38 Level of difficulty: Hard66. A principle of the value chain is that every firm is a synthesis of activities performedto design, produce, market, deliver, and support its product.Answer: True Page: 38 Level of difficulty: Easy67. Another name for a company’s value delivery network is “the intermediary team.”Answer: False Page: 39 Level of difficulty: Medium68. A core competency is usually common among competitors in a given industry. Answer: False Page: 39 Level of difficulty: Medium69. Holistic marketing focuses on the integration of value exploration, value creation,and value delivery as a means to build long-term relationships with consumers. Answer: True Page: 40 Level of difficulty: Medium70. If a manager asks “How can my company identify new value opportunities?,” he orshe is examining a management question identified as being value creation. Answer: False Page: 41 Level of difficulty: Hard71. According to McKinsey research, a recommendation to managers and CEOs who areconcerned about marketing performance was that marketers must test and develop programs more quickly as they enhance planning processes and research approaches. Answer: True Page: 42 Level of difficulty: Medium72. The marketing plan is the central instrument for directing and coordinating themarketing effort.Answer: True Page: 43 Level of difficulty: Easy73. A mission statement has as its primary focus the product and how to make it. Answer: False Page: 44 Level of difficulty: Medium74. One of the characteristics of a good mission statement is that it has an expansivenumber of goals for doing business.Answer: False Page: 44 Level of difficulty: Medium75. A good illustration of a market definition of the business a company is in would be“We sell gasoline.”Answer: False Page: 46 Level of difficulty: Medium76. If a company sought to expand the number of existing products sold to its currentmarkets, it would use an integrative growth strategy labeled as “market-penetration strategy.”Answer: True Page: 48 Level of difficulty: Hard77. If a company sought to grow via a strategy that required the company to seek newbusinesses that have no relationship to its current technology, products, or markets, the company would be using a diversification strategy called a conglomerate strategy. Answer: True Page: 49 Level of difficulty: Medium78. Scenario analysis can be used to assist companies in appraising how well theircorporate culture might match (or not match) potential business partners or acquisitions.Answer: True Page: 51 Level of difficulty: Medium79. Once an organization has established a business mission in its business unit strategic-planning process, it may proceed to the second step of the planning process called goal formulation.Answer: False Page: 51 Level of difficulty: Medium80. Good illustrations of microenvironment actors in the strategic planning process wouldbe demographics, technology, and the social-cultural arena.Answer: False Page: 52 Level of difficulty: Hard81. To evaluate opportunities, companies can use Market Opportunity Analysis (MOA)to determine the attractiveness and probability of success.Answer: True Page: 53 Level of difficulty: Easy82. An environmental threat is a challenge posed by an unfavorable trend or developmentthat would lead, in the absence of defensive marketing action, to lower sales or profit. Answer: True Page: 53 Level of difficulty: Medium83. Once a SWOT analysis has been completed, the strategic planner is ready to proceedto the goal formulation stage of the strategic planning process model.Answer: True Page: 54 Level of difficulty: Medium84. In applying MBO (management by objectives) all objectives are treated as beingequally important—objective discrimination is not allowed.Answer: False Page: 54 Level of difficulty: Medium85. For an MBO (management by objectives) system to work, one of the four criteria thatthe unit’s objectives must meet is that objectives must be stated quantitatively whenever possible.Answer: True Page: 55 Level of difficulty: Medium86. A strategy is a game plan for achieving what the business unit wants to achieve. Answer: True Page: 56 Level of difficulty: Easy87. Firms choosing a generic strategy centering on focus must be good at engineering,purchasing, manufacturing, and physical distribution.Answer: False Page: 56 Level of difficulty: Hard88. One of the four major categories of strategic alliance involves sharing personnel (e.g.,human resource alliance) to staff alliance member marketing departments. Answer: False Page: 57 Level of difficulty: Medium89. Partner Relationship Management (PRM) can be thought of as a corporation’sdevelopment of structures that support strategic alliances and treats the formation and management of partnerships as a core skill.Answer: True Page: 57 Level of difficulty: Medium90. Companies normally measure their profit performance using ROI; however, thisapproach suffers because profits are arbitrarily measured and subject to manipulation. Answer: True Page: 58 Level of difficulty: Medium91. A marketing vision statement is a written document that summarizes what themarketer has learned about the marketplace and indicates how the firm plans to reach its marketing objectives.Answer: False Page: 60 Level of difficulty: Hard92. Marketing plans are becoming more production-oriented because of the high costs ofdoing business in today’s economy.Answer: False Page: 60 Level of difficulty: Medium93. The marketing plan should open with a situation analysis.Answer: False Page: 60 Level of difficulty: Easy94. When a manager reaches the marketing strategy section of a marketing plan, he or shewill define the mission and marketing and financial objectives.Answer: True Page: 60 Level of difficulty: Medium95. One of the key questions to ask in evaluating a marketing plan is whether the plan issimple or not.Answer: True Page: 61 Level of difficulty: Medium。

global marketing management 专业
“Global Marketing Management”通常指全球营销管理专业，是一个涉及市场营销和国际商务领域的学科。

该专业主要研究全球化背景下的市场营销策略、品牌管理、国际
市场分析、跨文化沟通等方面的知识和技能。

学生将学习如何制定和
执行全球市场营销计划，以满足不同国家和地区的消费者需求。

全球营销管理专业的课程设置通常包括市场营销学、国际商务、
消费者行为学、品牌管理、国际市场营销、跨文化沟通、数字营销等。

学生通过学习这些课程，将掌握全球市场营销的基本理论和方法，了
解国际市场的特点和趋势，培养跨文化沟通和团队合作的能力。

毕业后，全球营销管理专业的学生可以在跨国公司、国际贸易公司、广告公司、市场调研公司等单位从事市场营销、品牌管理、国际
商务等方面的工作。

他们可以在全球范围内开展市场调研、制定营销
策略、管理品牌形象、开拓国际市场等工作。

营销渠道管理参考文献营销渠道管理是指企业通过设计、建立和管理各种渠道，以实现产品或服务的销售和分发。

它是企业营销战略的重要组成部分，对于企业的市场份额、销售额和盈利能力都有重要影响。

本文将介绍几篇与营销渠道管理相关的经典参考文献。

1. Kotler, P., & Keller, K. L. (2016). Marketing management. Pearson.《营销管理》一书是国际营销学泰斗菲利普·科特勒与凯文·凯勒合作完成的经典著作。

该书系统全面地介绍了营销管理的理论与实践，其中包括了营销渠道的重要概念、渠道设计与建立、渠道管理与合作伙伴关系等内容。

这本书是营销学领域的权威之作，不仅可以帮助营销人员深入了解营销渠道管理的理论基础，还提供了实用的案例和指导，适用于各种规模和行业的企业。

2. Stern, L. W., & El-Ansary, A. I. (1992). Marketing channels. Prentice Hall.《营销渠道》一书是经典的营销渠道管理教材，作者是著名营销学者路易斯·斯特恩和阿卜杜拉·艾尔·安萨里。

该书对营销渠道的各个方面进行了深入的研究和探讨，包括渠道设计与选择、渠道组织与管理、渠道冲突与合作等。

通过对渠道的全面解析，读者可以获得对渠道管理的深刻理解，从而在实践中更好地运用渠道来实现营销目标。

3. Frazier, G. L., Gill, J. D., & Kale, S. H. (1989). Dealer dependence levels and mutual adaptations in channel relationships. Journal of marketing, 53(1), 50-69.这篇论文研究了渠道中的“经销商依赖程度”与渠道关系中的相互适应之间的关系。