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To achieve a full understanding of the role of marketing from plan to profit requires a knowledge of the basic building blocks. This textbook introduces the key concepts in the art or science of marketing to practising managers. Understanding your customers and consumers, the 4 Ps (Product, Place, Price and Promotion) provides the basic tools for effective marketing. Deploying your resources and informing your managerial decision making is dealt with in Unit VII introducing marketing intelligence, competition, budgeting and organisational issues. The logical conclusion of this effort is achieving sales and the particular techniques involved are explored in the final section.

The purpose of this paper is to provide an overview and organisation of the literature which deals with the interaction of economic development and marketing channel structure. The interaction between economic development and the structure of marketing channels is a topic worthy of serious study for at least the following reasons: (1) It generates descriptions of actual channels that exist at present in different countries. Such descriptions could be of great use to international marketers. (2) It provides insight into the determinants of channel structure in different countries at different levels of economic development. It thus helps to explain the nature of channels and how present channels came to have the structures that they do. Generalisations may then be developed which will aid in the prediction of changes and directions that channel structure will take in specific areas and nations. This is of use for both managerial and social purposes. (3) It could provide insight into how macro‐channel structure strategy could be used as a tool in economic development.

This paper aims to describe how the experience feedback (EF) from building projects contributes to product platform development in house-building companies. House-building companies seek improvements to decrease costs, improve flow and decrease variability. Industrialised concepts using predefinitions in product platforms have provided a way of storing and reusing knowledge in project-based house-building organisations. However, the innovation in platforms is mainly incremental and based on EF from implementations in projects.

Qualitative data were gathered via interviews, archival studies and observations, and analysed to identify the underlying structures used to manage the incorporation of EF during platform development. Four different EF channels were studied at one Scandinavian house-builder. The data are explained using an analytical framework based on diffusion of innovation, product platforms and EF.

EF is distributed over the value chain to improve the platform over time. By using multiple channels with differing contents, it is possible to balance client demands and variation with production efficiency. Platform development using feedback channels provides opportunities for double-loop learning. Operative work on projects and the strategic decisions made by developers continuously improve the platform through a combination of knowledge pull and push.

A combination of different EF channels and strategies for developing knowledge pull are shown to be essential for the incremental development of product platforms in project-based house-building organisations. The development of product platforms requires a shift away from the construction industry’s dominant project focus towards a more product-oriented view of house-building. Integrating the design phase with the supply chain enables variety but also creates a need for continuous platform development.

The objective of this study is to develop a model for analyzing the relative importance of facilitating and constraining factors that determine changes in the structure of distribution channels as a country progresses along the path of economic development.

Data on channel structure were collected on national, regional and municipal levels. The hypotheses in this study were tested by using time series and cross‐sectional data. The ordinary least squares method was used for multiple regression and correlation analyses.

The most significant findings from the above research are that channel structure is determined by economic development and, to some extent, by government policy. Both of these factors work hand‐in‐hand to affect distribution reform. First, economic development provides the need for more efficient channels, first as more privately‐owned intermediaries enter the distribution system, and later as the number of channel intermediaries contracts, partly stemming from vertical integration and from a shakeout of less efficient enterprises. Second, government policy can be formulated to encourage these developments. In order to promote distribution reform, the government's “open policy”, which allows for market access by foreign firms as well as local ones, should be continued.

More cross‐sectional data for China are needed in order to better analyze the impact of different economic sectors (at different levels of development) on channel evolution. As more data become available, these analyses will be possible.

Very little is known about the factors that shape a nation's channel system. Improvements in distribution systems are crucial to upgrading marketing systems in developing countries. Understanding how improvements in distribution systems contribute to economic development can aid decision makers in developing countries to improve resource allocation. This study has contributed to the theory of channel evolution in developing countries.

Electronic commerce enables business development for marketing channel intermediaries and strengthens their existing operations and strategic management. This research shows that electronic commerce provides stepwise business development refinement and repositioning in the form of process change and increased customer service. Based on marketing and logistics literature, a business development model with three developmental phases is proposed in this paper. The findings are based on the electronic commerce development of three intermediaries providing industrial products and services in the northern European market. Refinement is achieved through a focus on activities for internal efficiency, and through changing processes for increased integration, shorter time and lower costs. Repositioning involves extended focus on service improvements, image and customer tailored services. It is found that electronic commerce has not radically reshaped and developed the role of marketing channel intermediaries. Instead, it has strengthened existing business. Future electronic commerce efforts need to be viewed in a business wide development context, including structural change and reaching new segments or markets, to utilise fully the development potential of electronic commerce.

Drawing on the resource-based view and institutional theory, this study explores how firms select export channels to realise the value of their product development capabilities (PDC) and improve export performance by aligning PDC, entrepreneurial orientation (EO), cultural-cognitive institutional distance (CCID) and channel selection.

This study adopted a quantitative design and used data collected from multiple respondents in 294 Chinese exporting ventures. Hypotheses were tested using logistic regression analysis and multiple regression analysis.

The results of the study suggest that PDC plays a vital role in export channel decisions. The results also show that there is a three-way interaction between PDC, EO and CCID regarding export channel selection. More importantly, this study suggests that firms using export channels that align with PDC, contingent on EO and CCID, generate superior export performance.

This study extends the export channel literature by looking at the different roles of important organisational capabilities (i.e. PDC and EO) on export channel selection. Further, it shows that firms need to align the exploitation of their PDC with the export channel selection, along with EO capabilities, and CCID to achieve better performance in the export market.

Introduction Although the social and economic benefits of recycling are widely recognised, the development of effective recycling programmes has not proceeded at a swift pace. In large measure, this is due to technological problems and to the lack of effective and efficient performance of those distribution functions which are of primary importance in recycling.

This paper aims to determine the relationship between dynamic marketing capabilities (DMCs) and the integration of distribution channels of exporting companies from Latin American (LATAM) countries and how this relationship will impact the international development of a company.

This qualitative study uses the explanatory multiple case approach of Yin (2011) to test the research questions, revise existing theories and establish causal relationships from semi-structured interviews that were applied to 15 Peruvian and Colombian companies. To analyze qualitative data and ensure credibility, the authors applied six stages of Sinkovics and Alfoldi’s (2012) methodology. For analysis, computer-based qualitative software was used.

The study reveals the following: a set of specific DMCs that effectively help agro-food companies generate synergy with their intermediaries to launch their first international ventures; a better understanding of how the market orientation as a DMC is, rather than a multi-dimensional organization which mediates other marketing processes; the impact of DMCs in channel integration that changes with respect to agents and distributors. Producers and distributors developed networking, market adaptation and innovation capabilities. At the same time, agents also developed market orientation capabilities to provide relevant product information, manage transactions and fulfill orders without regard to market adaptation capabilities.

Qualitative methodology was applied, limiting the generalization of the findings. The authors also emphasized the initial stages of internationalization without considering other advanced processes that could be useful for larger LATAM companies, which operate in different foreign countries and manage multiple channels. As a result, this study lays the foundation for establishing a model that will enhance a quantitative measurement to support the findings.

This study illustrates specific marketing techniques that are useful to better identify and coordinate intermediaries, especially agents and distributors to ease their internationalization processes. The research also provides a framework for marketing managers to leverage the DMCs developed by the different actors of the distribution channel, as well as, obtaining positive outcomes in communication, information on products and services, transactions and customer service functions. Finally, managers and professionals can find a methodology to evaluate how DMCs can be developed to optimize their internationalization processes through the integration of the main channel functions. This will broaden their vision on the usefulness and scalability of this type of dynamic capabilities in key business processes for the generation and sustainability of competitive advantages.

If producers identify DMCs, they will promote ethical business practices that may reduce their vulnerability and risk with more experienced international intermediaries. This leads to favoring the socio-economic equity of the territories with traditional economies in which they operate.

The study provides a set of DMCs that influence the functions of distribution channels and favors international processes in small and medium enterprises which then offer a better understanding of the definition and applicability of this construct in the agro-food sector in LATAM. This study also gives a structural perspective to determine which functions of the distribution channel should be integrated and how depending on the type of intermediary (agents and distributors).

This paper aims to tackle the problem of thermo‐solutal convection and macrosegregation during ingot solidification of metal alloys. Complex flow structures associated with the development of channels segregate and sharp gradients in the solutal field call for the implementation of accurate methods for numerical modeling of alloy solidification. In particular, the solute transport equation is convection dominated and requires special non‐oscillarity type high‐order schemes to handle the regions of channels segregates.

In the present study, a time‐splitting approach has been adopted to separately handle solute advection and diffusion. This splitting technique allows the application of accurate total variation dimensioning (TVD) schemes for solution of solute advection. Applications of second‐order Lax‐Wendroff TVD SUPERBEE and fifth‐order weighted essentially non‐oscillatory (WENO) schemes are described in the present article. Classical numerical solution of solute transport using hybrid and central‐difference schemes are also employed for the purpose of comparisons. Numerical simulations for solidification of Pb‐18%Sn in a two‐dimensional rectangular cavity have been carried out using different numerical schemes.

Numerical results show the difficulty of obtaining grid‐independent solutions with respect to local details in the region of channels. Grid convergence patterns and numerical uncertainty are found to be dependent on the applied scheme. In general, the first‐order hybrid scheme is diffusive and under predicts the formation of channels. The second‐order central‐difference scheme brings about oscillations with possible non‐physical extremes of solute composition in the region of channel segregates due to sharp gradients in the solutal field. The results obtained using TVD and WENO schemes contain no oscillations and show an excellent capture of channels formation and resolution of the interface between solute‐rich and depleted bands. Different stages of channels formation are followed by analyzing thermo‐solutal convection and macrosegregation at different times during solidification.

Accurate prediction of local variation in the solutal and flow fields in the channels regions requires grid refinement up to scales in the order of microscopic dendrite arm spacing. This imposes limitations in terms of large computational time and applicability of available macroscopic models based on classical volume‐averaging techniques.

The present study is very useful for numerical simulation of macrosegregation during ingot casting of metal alloys.

The paper provides the methodology and application of TVD schemes to predict channel segregates during columnar solidification of metal alloys. It also demonstrates the limitations of classical schemes for simulation of alloy solidification.

This paper aims to analyses the development of exploitation and exploration capabilities, and the role of ambidexterity, in the evolution of small Spanish wineries toward multi-channel distribution systems.

A qualitative methodology based on the analyses of multiple cases supported by a computer assisted qualitative data analysis software with an abductive approach was used to study the relationship between ambidexterity and the multi-channel integration of six wineries.

Companies with more advanced multi-channel distribution systems have more developed ambidexterity capabilities. This ambidexterity stems fundamentally from the ability to simultaneously maintain relations with distributors and innovate and search for creative ways to satisfy new customers.

The research is based on insights from companies based in Spain.

Spanish small and medium enterprises in the sector are in an underdeveloped phase of multi-channel integration. To be successful in this process, these companies must combine exploitation and exploration capabilities.

If the company is able to develop an integrated multi-channel distribution system leading to an omnichannel system, consumers will benefit from it, getting complete information at each specific stage of shopping.

This study provides the first description in academic literature of the usefulness of the concept of ambidexterity as a dynamic capability to explain the degree of development and multi-channel integration.