Transforming Your Go-to-market Strategy: The Three Disciplines of Channel Management

Rangan (marketing, Harvard Business School) describes three approaches to managing distribution channels--mapping, building and editing, and aligning and influencing--and provides examples of suppliers and intermediaries putting the principles into action. The closing chapters offer a framework for understanding the power of the internet as a channel, and discuss ways to integrate the internet into a multiple-channel strategy. Annotation 穢2006 Book News, Inc., Portland, OR (booknews.com)