Global Marketing

Eighth Edition

Part IV
Designing the global marketing
programme

Chapter 16
Distribution decisions

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Figure 16.1
Channel decisions

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Figure 16.2
A hypothetical channel sequence in the
Japanese consumer market

Source: Marketing Management: An Overview, The Dryden Press (Lewison, D.M. 1996) p. 271.

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Figure 16.3
Three strategies for market coverage

Source: Marketing Management: An Overview, The Dryden Press (Lewison, D.M. 1996) p. 271.

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Figure 16.4
Factors influencing channel width

Source: Marketing Management: An Overview, The Dryden Press (Lewison, D.M. 1996) p. 271.

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Figure 16.5
Vertical integration

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Exhibit 16.1
Burberry: the iconic British luxury brand
targets 25 of the world’s wealthier cities

Burberry stone at Regent Street, London

Source: Thinglass/Shutterstock.

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Exhibit 16.1
Burberry: the iconic British luxury brand
targets 25 of the world’s wealthier cities
(continued)

Source: Jo Yong-Hak/Reuters/Getty Images.

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Figure 16.6
From single-channel to omnichannel distribution strategy

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Exhibit 16.2
Dell’s use of the multichannel distribution
strategy

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Source: courtesy of Dell, Inc.

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Figure 16.8
Criteria for evaluating foreign distributors

Source: Adapted from Cavusgil, S.T., Yeoh, P.-L. and Mitri, M. (1995) ‘Selecting foreign distributors – an expert systems approach’, Industrial Marketing Management, 24, pp. 297–304.

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Table 16.1
An example of distributor evaluation by the use of
selection criteria from Figure 16.8

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Figure 16.9
The traditional system versus blockchain system

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Exhibit 16.3
Maersk’s use of blockchain in their
shipping

Source: SergeevDen/Shutterstock.

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Figure 16.10
Disintermediation and reintermediation

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Figure 16.11
The information and fulfilment matrix

Source: Adapted from Bell, D.R., Gallino, S. and Moreno, A. (2014), ‘How to win in an omnichannel world’, MIT Sloan Management Review, 56(1), pp. 44–53.

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Table 16.2
Online share of all retail business

Source: based on figures from Centre for Retail Research www.retailresearch.org, Statista 2018 (www.statista.com).

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Exhibit 16.4
The ‘banana split’ model

Source: Adapted from Vorley, B. (2003) Food, Inc. – Corporate Concentration from Farm to Consumer. UK Food Group, London, Fig. 7.2, p. 52.

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Figure 16.13
Channel relationships and the concept of trade marketing

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Figure 16.14
Grey marketing (parallel importing)

Source: Based on Paliwoda (1993, p. 300). International Marketing, Butterworth-Heinemann Publishers, a division of Reed Educational & Professional Publishing Ltd.

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Table 1
Mark-ups on diamonds

Source: based on Ariovich (1985); Bergenstock and Maskulka (2001).

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Figure 1
De Beers’ diamond distribution

Sources: adapted from De Beers Annual Report and Bergenstock and Maskukla (2001).

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Table 1
Tupperware’s 2018 revenues and
geographical split

Source: Based on Tupperware Annual Report 2017.

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Figure 1
Tupperware’s direct selling model

Source: based on www.tupperware.com and other public data.

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Source: Justin Sullivan/Getty Images News/Getty Images.

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Source: InsectWorld/Shutterstock.

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