包邮市场营销原理(第12版)(英文版)

内容简介

简介 　　本书是世界著名市场营销权威菲利普·科特勒和加里·阿姆斯特朗的力著之一，自出版以来，一直被世界各国主要的工商管理学院作为市场营销学必修课的教材。　　　　第12版着重从增加顾客价值的角度讲述市场营销的基本知识和实践。本书包括大量有趣的例子和真实的实例。各章后面都提供了练习题，它们将帮助读者更好地理解市场营销学的概念，更熟练地掌握市场营销的技术和方法。　　　　本书既适合用作mba、市场营销及相关专业本科生或研究生教材，也可供市场营销实际工作者参考。

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插图：Many producers and wholesalers like to develop exclusive channels for their products. When the seller allows only certain outlets to carry its products, this strategy is called exclusive distribution. When the seller requires that these dealers not handle competitors' products, its strategy is called exclusive dealing. Both parties can benefit from exclusive arrangements: The seller obtains more loyal and dependable outlets, and the deajers obtain a steady source of supply and stronger seller support. But exclusive arrangements also exclude other producers from selling to these dealers. This situation brings exclusive dealing con- tracts under the scope of the Clayton Act of 1914. They are legal as long as they do not substantially lessen competition or tend to create a monopoly and as long as both parties enter into the agreement voluntarily.Exclusive dealing often includes exclusive territorial agreements. The producer may agree not to sell to other dealers in a given area, or the buyer may agree to sell only in its own territory. The first practice is normal under franchise systems as a way to increase dealer enthusiasm and commitment. It is also perfectly legal——a seller has no legal obligation to sell through more outlets than it wishes. The second practice, whereby the producer trios to keep a dealer from selling outside its territory, has become a major legal issue.Producers of a strong brand sometimes sell it to dealers only if the dealers will take some or all of the rest of the line. This is called full-line forcing. Such tying agreements are not necessarily illegal, but they do violate the Clayton Act if they tend to lessen competition substantially. The practice may prevent consumers from freely choosing among competing suppliers of these other brands.Finally, producers are free to select their dealers, but their right to terminate dealers is somewhat restricted. In general, se

作者简介

菲利普·科特勒（Philip Kotler）
市场营销学权威之一.美国西北大学凯洛格管理学院庄臣公司资助的国际营销学教授，曾获得芝加哥大学经济学硕士学位和麻省理工学院经济学博士学位。科特勒博士出版了许多成功著作，在一流刊物上发表了百余篇论文.而且作为营销领域的杰出领先者获得过众多奖项，他是唯一三次获得“阿尔法·卡帕·普西奖”的学者。科特勒博士现任美国市场营销协会理事，并为多家美国或国外的大公司做营销战略方面的咨询。
加里·阿姆斯特朗（Gary Arnlstrong）
北卡罗来纳大学Kenan-FIagler商学院资深教授，在底特律韦恩州立大学获得学士和硕士学位，在美国西北大学获得营销学博士学位。阿姆斯特朗博士在知名的管理杂志上发表过多篇文章。作为一名咨询师和学者.他曾与许多公司在营销调研、销售管理和营销战略方面有过合作。但阿姆斯特朗博士*为热爱的仍是教学工作。他积极参与商学院学生项目的管理工作，并因此多次获得校级和院级的教育奖项。