Marketing Logistics
by Christopher; PeckEdition: 2nd
Format: Paperback
Pub. Date: 2003-06-12
Publisher(s): Elsevier Science
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Summary
This interface is being recognized by business organizations as a key priority for management, and both practitioners and academics alike have placed a greater emphasis on the need to view the supply chain as a whole as the vehicle by which competitive advantage is achieved. As well as drawing upon current research and the experience of firms worldwide, Marketing Logistics uses numerous 'mini-cases' and vignettes to illustrate the key messages in each chapter and bring the theory to life. This book is an invaluable resource for managers who seek to understand more about the way in which the supply chain should be managed to improve their organization's competitive position, as well as students undertaking degree-level courses in marketing, logistics and supply chain management.
Author Biography
Helen Peck is Senior Research Fellow at the Centre for Logistics and Supply Chain Management, Cranfield School of Management, UK.
Table of Contents
| Preface | p. vii |
| The new market place | p. 1 |
| The changing marketing environment | p. 2 |
| Concentration of buying power | p. 7 |
| The fragmentation of consumer markets | p. 9 |
| The service-sensitive customer | p. 14 |
| The sources of marketing advantage | p. 16 |
| Key issues | p. 21 |
| Building customer relationships | p. 22 |
| Customer retention strategies | p. 22 |
| Relationships as partnerships | p. 26 |
| Managing relationships in the marketing channel | p. 30 |
| Defining customer service | p. 32 |
| The components of customer service | p. 33 |
| Managing the processes that drive the perfect order | p. 37 |
| Key issues | p. 40 |
| Creating customer value | p. 41 |
| The transition from brand value to customer value | p. 41 |
| Defining customer value | p. 43 |
| Value-in-use | p. 46 |
| Developing a market-driven logistics strategy | p. 46 |
| Value delivery systems | p. 55 |
| Impacting the customers' profitability | p. 56 |
| Understanding the costs-to-serve | p. 58 |
| Key issues | p. 66 |
| Time-based competition | p. 67 |
| The cash-to-cash cycle | p. 69 |
| Strategies for lead-time reduction | p. 79 |
| Value-added time/non-value-added time | p. 81 |
| Logistics process re-engineering | p. 82 |
| Key issues | p. 84 |
| Demand-driven supply chains | p. 85 |
| Mass customisation | p. 87 |
| Postponement | p. 88 |
| Creating 'agile' supply chains | p. 89 |
| Connecting the supply chain through shared information | p. 94 |
| Efficient consumer response | p. 96 |
| Key issues | p. 104 |
| Managing marketing logistics | p. 105 |
| From functions to processes | p. 106 |
| From products to customers | p. 112 |
| From profit to performance | p. 121 |
| Key issues | p. 127 |
| Serving the global customer | p. 128 |
| Developing a global logistics strategy | p. 130 |
| Global logistics information systems | p. 140 |
| Questions of sustainability | p. 142 |
| Key issues | p. 150 |
| Index | p. 151 |
| Table of Contents provided by Ingram. All Rights Reserved. |
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