Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e
Back Matter Notes © The McGraw−Hill
Companies, 2002Notes 78133.Available from World Wide Web: <http://www.3m.com>; 2000
Annual Report,3M; “How to Get the Most Out of R&D: Balance Funds
against Risk, Timing” Investor’s Business Daily, May 11, 2001, p. A1; “3M:
Glued to the Web,” Business Week E.Biz, November 20, 2000, pp.
EB65–EB70; “3M’s Big Cleanup,” Business Week,June 5, 2000, pp.
96–98; “3M: The Heat Is on the Boss,” Business Week,March 15, 1999,
pp. 82–84; “Steel Wool Dino Roars a Powerful Message,” Advertising Age,
September 16, 1996, p. 55; “3M Eyes Retail Software with E-Post-it
Notes,” Brandweek,March 11, 1996, p. 12; “How 3M, by Tiptoeing into
Foreign Markets, Became a Big Exporter,” The Wall Street Journal,March
29, 1991, p. A1ff.
34.“Brands at Work,” Brandweek,April 13, 1998, pp. 27–35; “Special
Report: Auto Marketing & Brand Management,” Advertising Age,April
6, 1998, pp. S1–28; “P&G Redefines the Brand Manager,” Advertising
Age,October 13, 1997, p1ff.; Don Frey, “Learning the Ropes: My Life as
a Product Champion,” Harvard Business Review,September/October
1991, pp. 46–57; Stephen K. Markham, “New Products Management,”
Journal of Product Innovation Management, July 1997, pp. 312–14; Man-
fred F. Maute and William B. Locander, “Innovation as a Socio-Political
Process: An Empirical Analysis of Influence Behavior among New Prod-
uct Managers,” Journal of Business Research,June 1994, pp. 161–74.Chapter 11
1.Available from World Wide Web: <http://www.bn.com> and
<http://www.amazon.com>; “Ingram Book Group and Valley Media Part-
ner,” Nashville Business Journal,May 29, 2001; “Ingram Book Group
Shifts Distribution from Chino, Calif. To Roseburg, Ore.,” The Business
Journal Portland, May 2, 2001; “Booking Space on the Net,” USA Today,
January 28, 1998, p. 4D; “Virtual Bookstores Start to Get Real,” Business
Week,October 27, 1997, pp. 146–48; “Why the Bookstore Wars Are
Good,” Fortune,October 27, 1997, pp. 50–54; “Stop Your Whining,”
Fortune,October 13, 1997, pp. SB3–6; “Why Barnes & Noble May
Crush Amazon,” Fortune,September 29, 1997, pp. 248–50; “A Haven
for the Intellect,” USA Today,July 10, 1997, p. 1Dff.; “Bookstore Sur-
vival Stunts Have Scant Literary Merit,” The Wall Street Journal,June 3,
1997, p. B1ff.; “Book Superstores Bring Hollywood-Like Risks to Publish-
ing Business,” The Wall Street Journal,May 29, 1997, p. A1ff.;
“Superstores, Megabooks—and Humongous Headaches,” Business Week,
April 14, 1997, pp. 92–94; “Volume Business,” Inc. Tech,No. 2, 1997,
pp. 54–61.
2.2000 Annual Report,Colgate-Palmolive; 2000 Annual Report,Proc-
ter & Gamble; “After Gobbling Up Iams, P&G Finds People Who Have
Bones to Pick,” The Wall Street Journal,June 14, 2000, p. B1ff.; “For
Online Pet Stores, It’s Dog-Eat-Dog,” Business Week,March 6, 2000, pp.
78–80; “P&G Is Out to Fetch Distribution Gains for Iams Pet Food,” The
Wall Street Journal,January 6, 2000, p. A6; “Pet Supplies: Pure-Plays
Teach Old Dogs New Tricks,” Discount Store News, December 13, 1999,
p. 49; “Big Pet-Supply Retailers Try to Tame the Competition,” The Wall
Street Journal,August 20, 1999, p. B4; “P&G to Buy Iams: Will Pet-Food
Fight Follow?” The Wall Street Journal,August 12, 1999, p. B1ff.; “A Web
Surfer’s Best Friend,” The Wall Street Journal,July 12, 1999, p. R45; “It’s
Becoming a Dogfight for the $15 Billion Pet Supply Market,” Raleigh
News & Observer,September 25, 1994, p. 5F; “Pet Superstores Collar
Customers from Supermarkets, Small Shops,” The Wall Street Journal,
November 18, 1993, p. B12.
3.“Apple Gambles with Retail Plan,” Advertising Age, June 4, 2001,
p. 45; “Sorry, Steve: Here’s Why It Won’t Work,” Business Week,May 21,
2001, pp. 44–45; “Apple to Open 25 Retail Stores This Year in a Bid to
Reach Out to New Customers,” The Wall Street Journal,May 16, 2001, p.
B8; “Mac Sales Coming to Mall Near You,” USA Today, May 16, 2001, p.
3D.
4.For a discussion of the advantages and disadvantages of direct
channel systems, see Donald Bowersox and M. Bixby Cooper, Strategic
Marketing Channel Management, 2 nded. (Burr Ridge, IL: Irwin/McGraw-
Hill, 1992). See also David Shipley, Colin Egan, and Scott Edgett,“Meeting Source Selection Criteria: Direct versus Distributor Channels,”
Industrial Marketing Management20, no. 4 (1991), pp. 297–304; Thomas
L. Powers, “Industrial Distribution Options: Trade-Offs to Consider,”
Industrial Marketing Management18, no. 3 (1989), pp. 155–62.
5.“Sears Says Stores Won’t Sell Makeup, a Setback for Avon’s New
Line,” The Wall Street Journal,July 11, 2001, p. B1ff.; “Avon Thinks
Younger, Wealthier,” Advertising Age, October 2, 2000, p. 69; “Avon
Expects Boutiques in Sears, Penneys to Break Even by 2002,” The Wall
Street Journal,September 28, 2000, p. B14; “Avon: The New Calling,”
Business Week,September 18, 2000, pp. 136–48; “Avon Goes Store to
Store,” The Wall Street Journal,September 18, 2000, p. B1ff.; “Avon’s
Calling Beyond In-House,” Advertising Age, June 19, 2000, p. 1ff.; “Tour
de Face,” Brandweek, May 29, 2000, pp. 34–36; 2000 Annual Report,
Avon; “Ding-Dong, Avon Calling (on the Web, Not Your Door),” The
Wall Street Journal,December 28, 1999, p. B4; “Deck the Mall with
Kiosks,” Business Week,December 13, 1999, pp. 86–88; “Is the Bell
Tolling for Door-to-Door Selling?” Business Week E.Biz, November 1,
1999, pp. EB58–EB60; “Not Your Mother’s Avon,” Fortune, May 24,
1999, pp. 44–46; 1999 Annual Report, Avon; “Avon Malling,” American
Demographics, April 1999, pp. 38–40; “Avon Is Calling with a New Way
to Make a Sale,” The Wall Street Journal,October 27, 1997, p. B1ff.;
“Avon’s New Calling: Sell Barbie in China,” The Wall Street Journal,May
1, 1997, p. B1ff.
6.Edward L. Nash, Direct Marketing(New York: McGraw-Hill, 1986).
7.For a discussion of indirect channel systems, see Frederick E. Web-
ster, Jr., “Understanding the Relationships among Brands, Consumers,
and Resellers,” Journal of the Academy of Marketing Science,Winter 2000,
pp. 17–24; Richard Parker and G. R. Funkhouser, “The Consumer As an
Active Member of the Channel: Implications for Relationship Market-
ing,” Journal of Marketing Theory & Practice, Spring 1997, pp. 72–79;
Gordon C. Bruner, “Cyberspace: The Marketing Frontier,” Journal of
Marketing, January 1997, pp. 112–13; Lou E. Pelton, David Strutton, and
James R. Lumpkin, Marketing Channels: A Relationship Management
Approach(Burr Ridge, IL: Irwin/McGraw-Hill, 1997). See also Bert
Rosenbloom and Trina L. Larsen, “How Foreign Firms View Their U.S.
Distributors,” Industrial Marketing Management,May 1992, pp. 93–102;
Frank Lynn, “The Changing Economics of Industrial Distribution,”
Industrial Marketing Management,November 1992, pp. 355–60. For more
on middlemen intermediaries and their functions, see Richard Greene,
“Wholesaling,” Forbes,January 2, 1984, pp. 226–28; James D. Hlavacek
and Tommy J. McCuistion, “Industrial Distributors—When, Who, and
How?” Harvard Business Review,January–February 1983, pp. 96–101;
Elizabeth J. Wilson and Arch G. Woodside, “Marketing New Products
with Distributors,” Industrial Marketing Management,February 1992, pp.
15–22; W. Benoy et al., “How Industrial Distributors View Distributor-
Supplier Partnership Arrangements,” Industrial Marketing Management,
January 1995, pp. 27–36.
8.For a classic discussion of the discrepancy concepts, see Wroe
Alderson, “Factors Governing the Development of Marketing Chan-
nels,” in Marketing Channels for Manufactured Goods,ed. Richard M.
Clewett (Homewood, IL: Richard D. Irwin, 1954), pp. 7–9.
9.“Cellular Carriers Bypass Dealers, Creating Static,” The Wall Street
Journal,March 9, 1998, p. B1ff.
10.For some examples on how channels change to adjust discrepan-
cies, see “How Magazines Arrive on Shelves, and Why Some Soon May
Not,” The Wall Street Journal,February 26, 1998, p. A1ff.; “Blockbuster
Seeks a New Deal with Hollywood,” The Wall Street Journal,March 25,
1998, p. B1ff.; Robert A. Mittelstaedt and Robert E. Stassen, “Structural
Changes in the Phonograph Record Industry and Its Channels of Distrib-
ution, 1946–1966,” Journal of Macromarketing,Spring 1994, pp. 31–44;
Arun Sharma and Luis V. Dominguez, “Channel Evolution: A Frame-
work for Analysis,” Journal of the Academy of Marketing Science,Winter
1992, pp. 1–16.
11.“What’s Wrong with Selling Used CDs?” Business Week,July 26,
1993, p. 38.