Awards

• Winner of 2010 Berry-AMA Book Prize 2010 (United States)

Overview

In this book, two business experts take an incisive look at product distribution—one of the most important forces shaping the American and global landscape. It is time for U.S. companies to wake up to the destructive mass-marketing theories that have cut their profits, diminished their reputations, and sent American jobs overseas. The Distribution Trap: Keeping Your Innovations from Becoming Commodities is the eye-opener that can help turn things around. Current marketing and distribution notions, the authors contend, have wrongly convinced thousands of U.S. innovators that the sale and distribution of their products and services is better left in the hands of outside forces. By catering to the mass market, innovators are allowing mega-distributors to dilute the value of their products and services, imposing costs and changes in strategic direction and operational control. Fortunately, there are practical steps innovators can take to control—and retain—the value of their products and services. The first section of the book explains the distribution trap, detailing how it hurts companies by forcing them to reduce costs, often by chasing cheap labor overseas. The second section details how to avoid the trap, it’s a lesson U.S. companies ignore at their own peril. • Presents original research, including interviews • Includes a chapter-length case study on the German outdoor products maker STIHL, and other case studies on Oreck, Rubbermaid, and Goodyear • Offers 10 images, figures, and graphs

Full Product Details

9780313365522

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Author Information

Andrew R. Thomas is assistant professor of international business and associate director of The Taylor Institute for Direct Marketing at University of Akron. Timothy J. Wilkinson, Ph.D., is an associate professor of marketing at Montana State University, Billings, Billings, MT.

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