Notes 251
- Ronald Abler, John S. Adams, and Peter Gould, Spatial Organizations: The Geographer’s View
of the World(Upper Saddle River, NJ: Prentice-Hall, 1971), pp. 531–32. - Leah Nathans Spiro, “Merrill’s Battle,”Business Week,November 15, 1999, pp. 256–66;
“Merrill 4Q Earnings Surge,”CNNfn,January 25, 2000, http://www.cnnfn.com. - Louis O. Bucklin, Competition and Evolution in the Distributive Trades(Upper Saddle River,
NJ: Prentice-Hall, 1972). Also see Stern and El-Ansary, Marketing Channels. - Louis P. Bucklin, A Theory of Distribution Channel Structure(Berkeley: Institute of Business
and Economic Research, University of California, 1966). - “Fogdog Takes Lead in Holiday Etailing,”Business Journal of San Jose,January 4, 2000,
http://www.amcity.com; Mark Hyman, “Fogdog Is Eager to Fetch,”Business Week,November 29,
1999, p. 173; Will Anderson, “Vendor Irate at Jersey Decision, Atlanta Journal and
Constitution,October 7, 1996, p. R1; William McCall, “Nike Posts $72M Loss,”The Associated
Press,December 12, 1998; Philana Patterson, “Athletic Shoe Industry Hurt When Buyers
Drag Feet,”Star Tribune,December 26, 1997, p. 7B. - For more on relationship marketing and the governance of marketing channels, see Jan B.
Heide, “Interorganizational Governance in Marketing Channels,”Journal of Marketing,
January 1994, pp. 71–85. - Arthur Bragg, “Undercover Recruiting: Epson America’s Sly Distributor Switch,”Sales and
Marketing Management,March 11, 1985, pp. 45–49. - Miland M. Lele, Creating Strategic Leverage(New York: John Wiley, 1992), pp. 249–51. This
fact struck the manufacturer of the MicroFridge, a combination minirefrigerator and
microwave oven. - For an excellent report on this issue, see Howard Sutton, Rethinking the Company’s Selling
and Distribution Channels,research report no. 885, Conference Board, 1986, 26 pp. - Thomas J. Neff and James M. Citrin, Lessons from the Top(New York: Currency Doubleday,
1999), p. 90; “Focus: Dell Warns Q4 Results to Fall Short, Again,”Reuters,January 26, 2000,
http://www.hoovers.com. - Russell Johnston and Paul R. Lawrence, “Beyond Vertical Integration—The Rise of the
Value-Adding Partnership,”Harvard Business Review,July–August 1988, pp. 94–101. See also
Judy A. Siguaw, Penny M. Simpson, and Thomas L. Baker, “Effects of Supplier Market
Orientation on Distributor Market Orientation and the Channel Relationship: The
Distribution Perspective,”Journal of Marketing,July 1998, pp. 99–111; Narakesari
Narayandas and Manohar U. Kalwani, “Long-Term Manufacturer–Supplier Relationships:
Do They Pay Off for Supplier Firms?”Journal of Marketing,January 1995, pp. 1–16. - Lee Adler, “Symbiotic Marketing,”Harvard Business Review,November–December 1966,
pp. 59–71; and P. “Rajan” Varadarajan and Daniel Rajaratnam, “Symbiotic Marketing
Revisited,”Journal of Marketing,January 1986, pp. 7–17. - Robin Lewis, “Partner or Perish,”WWD Infotracs: Strategic Alliances,February 24, 1997, p. 4.
- Diane Brady, “Insurers Step Gingerly Into Cyberspace,”Business Week,November 22, 1999,
pp. 160, 162. - This section draws on Stern and El-Ansary, Marketing Channels,ch. 6.