Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/eBack Matter Notes © The McGraw−Hill
Companies, 2002788 Notes
429–44; Alessandro Baroncelli and Angelo Manaresi, “Franchising As a
Form of Divestment: An Italian Study,” Industrial Marketing Management,
May 1997, pp. 223–35; Roger D. Blair and Jill B. Herndon, “Franchise
Supply Agreements: Quality Control or Illegal Tying?” Journal of the
Academy of Marketing Science, Spring 1997, pp. 177–78; Richard C. Hoff-
man and John F. Preble, “Franchising into the Twenty-First Century,”
Business Horizons,November–December 1993, pp. 35–43; “Trouble in
Franchise Nation,” Fortune,March 6, 1995, pp. 115–29; Francine
Lafontaine and Patrick J. Kaufmann, “The Evolution of Ownership Pat-
terns in Franchise Systems,” Journal of Retailing,Summer 1994, pp.
97–114; “The Franchise Hall of Fame,” Inc.,April 1994, pp. 86–95.
26.Foo N. Ho, Beng S. Ong, and Seonsu Lee, “A Multicultural Com-
parison of Shopping Patterns Among Asian Consumers,” Journal of
Marketing Theory & Practice, Winter 1997, pp. 42–51.
27.Arieh Goldman, “The Transfer of Retail Formats into Developing
Economies: The Example of China,” Journal of Retailing, Summer 2001,
Vol. 77, 2, p. 221; Valerie Severin, “The Stability of Retail Shopping
Choices Over Time and Across Countries,” Journal of Retailing, Summer
2001, Vol. 77, 2, p. 185; “European Inns Take the Hilton Route,” The
Wall Street Journal,April 23, 2001, p. B1ff.; “U.S. Superstores Find
Japanese Are a Hard Sell,” The Wall Street Journal,February 14, 2000, p.
B1ff.; Philip R. Cateora, International Marketing, 10 thed. (Burr Ridge, IL:
Irwin/McGraw-Hill, 1999); Saeed Samiee, “Retailing and Channel Con-
siderations in Developing Countries: A Review and Research
Propositions,” Journal of Business Research,June 1993, pp. 103–30; “In
Guam, Shopping Sprees Are Replacing Tanning,” The Wall Street Jour-
nal,August 23, 1996, p. B4; “How’s This for a Cultural Revolution?
Chinese Are Getting Home Shopping,” The Wall Street Journal,January
4, 1996, p. A6; “Retailers Go Global,” Fortune,February 20, 1995, pp.
102–8; “Russians Say ‘Ja’ to Swedish Shops,” Advertising Age,November
7, 1994, p. 47; “A Different World,” The Wall Street Journal,October 28,
1994, p. R6; “Wal-Mart Is Slowed by Problems of Price and Culture in
Mexico,” The Wall Street Journal,July 29, 1994, p. A1ff.; “A Bargain
Basement Called Japan,” Business Week,June 27, 1994, pp. 42–43; “From
Men’s Suits to Sake, Discounting Booms in Japan,” Advertising Age Inter-
national,March 21, 1994, p. I1ff.; “Europe’s Smaller Food Shops Face
Finis,” The Wall Street Journal,May 12, 1993, p. B1ff.
28.“Why the Web Can’t Kill the Middleman,” Ecompany, April 2001,
p. 75; “Not Dead Yet,” Inc. Tech,No. 1, 2001, pp. 58–59; “Electronics
Distributors Are Reporting Record Profits,” The Wall Street Journal,July
13, 2000, p. B4; “Chow (On)Line,” Business Week E.Biz, June 5, 2000, pp.
EB84–EB90; “Why Online Distributors—Once Written Off—May
Thrive,” Fortune, September 6, 1999, pp. 270–72; “Middlemen Find Ways
to Survive Cyberspace Shopping,” The Wall Street Journal,December 12,
1996, p. B6; “Invoice? What’s an Invoice?” Business Week,June 10, 1996,
pp. 110–12; “Computer Wholesalers Face Shakeout and Consolidation,”
The Wall Street Journal,August 26, 1994, p. B4; “Electric Power Brokers
Create New Breed of Business,” The Wall Street Journal,August 2, 1994, p.
B4; Allan J. Magrath, “The Hidden Clout of Marketing Middlemen,”
Journal of Business Strategy,March/April 1990, pp. 38–41; Paul Herbig and
Bradley S. O’Hara, “Industrial Distributors in the Twenty-First Century,”
Industrial Marketing Management,July 1994, pp. 199–204.
29.“Cold War: Amana Refrigeration Fights Tiny Distributor,” The
Wall Street Journal,February 26, 1992, p. B2. For another example, see
“Quickie-Divorce Curbs Sought By Manufacturers’ Distributors,” The
Wall Street Journal,July 13, 1987, p. 27; “Merger of Two Bakers Teaches
Distributors a Costly Lesson (3–parts),” The Wall Street Journal,Septem-
ber 14, 1987, p. 29; October 19, 1987, p. 35; November 11, 1987, p. 33.
30.Available from World Wide Web: http://www.census.gov; U.S.
Bureau of the Census, County Business Patterns 1998, United States; U.S.
Bureau of the Census, 1997 Census of Wholesale Trade, Geographic Area
Series, United States(Washington, DC: U.S. Government Printing
Office, 2000); “Why Manufacturers Are Doubling as Distributors,” Busi-
ness Week,January 17, 1983, p. 41. See also “Who Is Bob Kierlin—and
Why Is He So Successful?” Fortune,December 8, 1997, pp. 245–48;
Robert F. Lusch, Deborah S. Coykendall, and James M. Kenderdine,
Wholesaling in Transition: An Executive Chart Book(Norman, OK: Distrib-
ution Research Program, University of Oklahoma, 1990).
31.“Revolution in Japanese Retailing,” Fortune,February 7, 1994, pp.
143–46; Arieh Goldman, “Evaluating the Performance of the Japanese
Distribution System,” Journal of Retailing,Spring 1992, pp. 11–39; “Japan
Begins to Open the Door to Foreigners, a Little,” Brandweek,August 2,
1993, pp. 14–16.
32.Available from World Wide Web: <http://www.rell.com>;
“Richardson Electronics Ltd.: Maker of Ancient Tech Finds a Way to
Prosper,” Investor’s Business Daily, June 27, 2000, p. A12; 2000 Annual
Report, Richardson Electronics.
33.Available from World Wide Web: <http://www.inmac.com> and
<http://www.grainger.com>; “B2B: Yesterday’s Darling,” The Wall Street
Journal,October 23, 2000, p. R8; “W.W. Grainger’s Web Investments:
Money Well Spent? Don’t Ask Street,” Investor’s Business Daily, Septem-
ber 19, 2000, p. A1; “Junk That Catalog and Get On the Web,” Business
Week,June 26, 2000, pp. 28B–D.
34.For more on manufacturers’ agents being squeezed, see “Wal-Mart
Draws Fire: Reps, Brokers Protest Being Shut Out by New Policy,” Adver-
tising Age,January 13, 1992, p. 3ff.; Patrick R. Mehr, “Identifying
Independent Reps,” Industrial Marketing Management,November 1992,
pp. 319–22; “Independent Sales Reps Are Squeezed by the Recession,”
The Wall Street Journal,December 27, 1991, p. B1. For more discussion
on wholesaling abroad, see “Japan Rises to P&G’s No. 3 Market,” Adver-
tising Age,December 10, 1990, p. 42; “‘Papa-Mama’ Stores in Japan
Wield Power to Hold Back Imports,” The Wall Street Journal,November
14, 1988, p. 1ff.; Yoo S. Yang, Robert P. Leone, and Dana L. Alden, “A
Market Expansion Ability Approach to Identify Potential Exporters,”
Journal of Marketing,January 1992, pp. 84–96; Daniel C. Bello and Ritu
Lohtia, “The Export Channel Design: The Use of Foreign Distributors
and Agents,” Journal of the Academy of Marketing Science,Spring 1995,
pp. 83–93; Jim Gibbons, “Selling Abroad with Manufacturers’ Agents,”
Sales & Marketing Management,September 9, 1985, pp. 67–69; Evelyn A.
Thomchick and Lisa Rosenbaum, “The Role of U.S. Export Trading
Companies in International Logistics,” Journal of Business Logistics,Sep-
tember 1984, pp. 85–105; D. Steven White, “Behind the Success and
Failure of U.S. Export Intermediaries: Transactions, Agents and Resources,”
Journal of the Academy of Marketing Science, Summer 2001, pp. 18–20.
35.“Keep the Excess Moving,” Business Week E.Biz, November 20,
2000, pp. EB78–EB82; “Good-Bye to Fixed Pricing?” Business Week,May
4, 1998, pp. 71–84; “Sales Are Clicking on Manufacturing’s Internet
Mart,” Fortune,July 7, 1997, pp. 136C–T.
36.“Sick of Checkout Lines? These Guys Can Help,” Investor’s Busi-
ness Daily, July 9, 2001, p. A7; “What’s Ahead for Retailing,” The Wall
Street Journal,June 25, 2001, p. R16; “Digital ID Cards,” The Wall Street
Journal,June 25, 2001, p. R16; “Get Smart: Target Will Be First Among
Big Stores to Issue Cards,” The Wall Street Journal,June 20, 2001, p. B6;
“Now, Harried Shoppers Can Take Control at Supermarkets,” USA
Today, June 7, 2001, p. 1Aff.; “Leave It in the Box,” Business Week E.Biz,
December 11, 2000, pp. EB82–EB83; “Master Plan,” Brandweek, October
18, 1999, pp. 52–54.Chapter 14
1.Available from World Wide Web: <http://www.chrysler.com/
pt-cruiser>; “Special Report: Buzz Marketing,” Business Week,July 30,
2001, pp. 50–56; “Fuel Standards: How to Plug the Leaks,” Business
Week,May 28, 2001, p. 36; “A Risky Mass-Market Move for the PT,”
Business Week,May 7, 2001, p. 14; “Ford Seeks ‘PT-Style’ Buzz for T-Bird
Via Relationship Efforts, Not TV,” Brandweek, January 15, 2001, p. 4;
“Focusing on the Front End,” Brandweek(Marketers of the Year Special
Issue), October 16, 2000, pp. M66–M74; “PT Cruiser Crash Tests Pro-
duce Mixed Results,” USA Today, July 26, 2000, p. 3B; “Too Cool for
Chrysler?” The Wall Street Journal,July 20, 2000, p. B1ff.; “An Economy
Car in Hot Rod’s Clothing,” The Wall Street Journal,June 30, 2000, p.