Abstract
Distribution service outputs structurally play a pivotal role in retail and channel management. This paper critically assesses the nature of Bucklin's classic formulation, which is concerned with numerically expressible economic benefits resulting from the execution of the distribution function within a perfectly operating economic channel. It is distinguished from postclassic extensions, which provide alternative multi-functional or institutional approaches. The paper captures both approaches in a generic higher-order customer value scheme, which also redefines and broadens the traditional economic benefits. The proposed generic framework also extends to any marketing sub-field and provides the potential for more focused theoretical and empirical research.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Alba, J.; Lynch, J.; Weitz, B.; Janiszewski, C.; Lutz, R.; Sawyer, A.; Wood, S. (1997): Interactive home shopping: consumer, retailer, and manufacturer incentives to participate in electronic marketplaces, in: Journal of Marketing, Vol. 61, pp. 38–53.
Alderson, W. (1954): Factors governing the development of marketing channels, in: Clewitt, R.M. (ed.): Marketing channels for manufactured products, Homewood, Il, pp. 5–34.
Babin, B.J.; Darden, W.R. (1996): Good and bad shopping vibes: spending and patronage satisfaction, in: Journal of Business Research, Vol. 35, No. 3, pp. 201–206.
Babin, B.J.; Darden, W.R.; Babin, L.A. (1998): Negative emotions in marketing research: affect or artifact?, in: Journal of Business Research, Vol. 42, No. 3, pp. 271–85.
Bailey, N.; Areni, C.S. (2006): When a few minutes sound like a lifetime: does atmospheric music expand or contract perceived time?, in: Journal of Retailing, Vol. 82, No. 3, pp. 189–202.
Baker, J.; Parasuraman, A.; Grewal, D.; Voss G.B. (2002): The influence of multiple store environment cues on perceived merchandise value and patronage intentions, in: Journal of Marketing, Vol. 66 (April), pp. 120–141.
Bartels, R. (1962): The development of marketing thought, Homewood, Il.
Bell, D.R.; Ho, T.-H.; Tang, C.S. (1998): Determining where to shop: fixed and variable costs of shopping, in: Journal of Marketing Research, Vol. 35, No. 3, pp. 352–369.
Bello, D.C.; Osmonbekov, T.; Xie, T.; Gilliland, D.I. (2002): E-business technological innovations: impact on channel processes and structure, in: Journal of Marketing Channels, Vol. 9, No. 3/4, pp. 3–24.
Bender, W.C. (1964): Consumer purchase costs, in: Journal of Retailing, Vol. 40 (Spring), pp. 1–8.
Berry, L.L. (1980): Service marketing is different, in: Business, May/June, pp. 24–29.
Betancourt, R.R.; Gautschi, D.A. (1988): The economics of retail firms, in: Managerial and Decision Economics, Vol. 9, No. 2, pp. 133–144.
Betancourt, R.R.; Gautschi, D.A. (1990): Demand complementarities, household production, and retail assortments, in: Marketing Science, Vol. 9, pp. 146–161.
Betancourt, R.R.; Gautschi, D.A. (1998): Distribution services and economic power in a channel, in: Journal of Retailing, Vol. 74, No. 1, pp. 37–60.
Botchen, G.; Thelen, E.M. (1999): Using means-end structures for benefit segmentation, in: European Journal of Marketing, Vol. 33, No. 1/2, pp. 38–58.
Breyer, R.F., (1964): Some observations on structural formation and the growth of marketing channels, in: Cox, R.; Wroe A.; Stanley, J.S. (eds.): Theory in marketing, Homewood, Il, pp. 163–175.
Bucklin, L.P. (1966): A theory of distribution channel structure, Berkeley, CA.
Bucklin, L.P. (1972): Competition and evolution in the distributive trades, Englewood Cliffs, NJ.
Bucklin, L.P. (1978): Productivity in marketing, Chicago, IL.
Bucklin, L.P.; Ramaswamy, V.; Majumdar, S.K. (1996): Analyzing channel structures of business markets via the structure-output paradigm, in: International Journal of Research in Marketing, Vol. 13, No. 1, pp. 73–87.
Coughlan, A.T.; Anderson, E.; Stern, L.W.; El-Ansary, A.I. (2006): Marketing channels, 7th ed., New Jersey.
Coupey, E. (2001): Marketing and the internet, Upper Saddle River, N.J.
English, W.D. (1985): The impact of electronic technology upon the marketing channel, in: Journal of the Academy of Marketing Science, Vol. 13, No. 3, pp. 57–71.
Evans, P.B.; Wurster, T.S. (1997): Strategy and the new economics of information, Harvard Business Review, Vol. 75, No. 5, pp. 71–84.
Erdem, O.; Oumlil, B.A.; Tuncalp, S. (1999): Consumer values and the importance of store attributes, in: International Journal of Retail & Distribution Management, Vol. 27, No. 4, pp. 137–144.
Gutman, J. (1982): A means-end chain model based on consumer categorization processes, in: Journal of Marketing, Vol. 46, Spring, pp. 60–72.
Haley, R.I. (1968): Benefit segmentation: a decision-oriented research tool, in: Journal of Marketing, Vol. 32, No. 3, pp. 30–35.
Hanna, J.G. (1980): A typology of consumer needs, in: Sheth, J.N. (ed.): Research in marketing, Vol. 3, Greenwich, Conn., pp. 83–104.
Hunt, S.D. (1976): The nature and scope of marketing, in: Journal of Marketing, Vol. 40, pp. 17–28.
Hunt, S.D. (1983): General theories and the fundamental explanada of marketing, in: Journal of Marketing, Vol. 47, pp. 9–17.
Hunt, S.D. (1991): Modern marketing theory: critical issues in the philosophy of marketing science, Homewood, Il.
Katona, G. (1953): Rational behaviour and economic behaviour, in: Psychological Review, Vol. 60, No. 4, pp. 307–318.
Katz, D. (1960): The functional approach to the study of attitudes, in: Public Opinion Quarterly, Vol. 24, pp. 163–204.
Keh, H.T. (1997): The classification of distribution channel output: a review, in: The International Review of Retail, Distribution and Consumer Research, Vol. 7, No. 2, pp. 145–156.
Kiang, M.Y.; Raghu, T.S.; Huei-Min Shang, K. (2000): Marketing on the internet – who can benefit from an online marketing approach, in: Decision Support Systems, Vol. 27, No. 4, pp. 383–393.
Kotler, P.; Levy, S.J. (1969a): Broadening the concept of marketing, in: Journal of Marketing, Vol. 33, pp. 10–15.
Kotler, P.; Levy, S.J. (1969b): A new form of marketing myopia: rejoinder to professor luck, in: Journal of Marketing, Vol. 33 (July), pp. 55–57.
Lambin, J.-J. (2000): Market-driven management: strategic and operational marketing, London.
Lazer, W. (1969): Marketings changing social relationships, in: Journal of Marketing, Vol. 33, pp. 3–9.
Levy, M.; Weitz, B.A. (2007): Retailing management, 6th ed., New York.
Lovelock, C.H. (1983): Classifying services to gain strategic marketing insights, in: Journal of Marketing, Vol. 47, pp. 9–20.
Luck, D.J. (1969): Broadening the concept of marketing – too far, in: Journal of Marketing, Vol. 33, pp. 53–55.
Marketing Staff of the Ohio State University (1965): Statement of marketing philosophy, in: Journal of Marketing, Vol. 33, pp. 43–44.
Maslow, A. (1943): A theory of human motivation, in: Psychological Review, Vol. 50, No. 4, pp. 370–396.
Mehrabian, A.; Russell, J.A. (1974): An approach to environmental psychology, Cambridge, MA.
Morschett, D.; Swoboda, B.; Foscht, T. (2005): Perception of store attributes and overall attitude towards grocery retailers: the role of shopping motives, in: International Review of Retail, Distribution and Consumer Research, Vol. 15, No. 4, pp. 423–447.
Mottner, S.; Thelen, S.; Karande, K. (2002): A typology of internet retailing: an exploratory study, in: Journal of Marketing Channels, Vol. 10, No. 1, pp. 3–23.
Oi, W.Y. (1992): Productivity in the distributive trades: the shopper and the economies of massed reserves, in: Griliches, Z. (ed.): Output measurement in the services sectors, Chicago, pp. 161–191.
Parasuraman, A.; Zeithaml, V.A.; Berry, L.L. (1985): A conceptual model of service quality and its implications for future research, in: Journal of Marketing, Vol. 49, No. 4, pp. 41–50.
Parasuraman, A.; Zeithaml, V.A.; Berry, L.L. (1988): Servqual: a multiple-item scale for measuring customer perceptions of service quality, in: Journal of Retailing, Vol. 64, No. 1, pp. 12–40.
Peterson, R.A.; Balasubramanian, S.; Bronnenberg, B.J. (1997): Exploring the implications of the internet for consumer marketing, in: Journal of the Academy of Marketing Science, Vol. 25, No. 4, pp. 329–346.
Rangan, V.K.; Menezes, M.A.J.; Maier, E.P. (1992): Channel selection for new industrial products: a framework, method and application, in: Journal of Marketing, Vol. 56, pp. 69–82.
Rokeach, M.J. (1973): The nature of human values, New York.
Rosenbloom, B. (2004): Marketing channels, 7th ed., Mason, OH.
Sheth, J.N.; Gardner, D.M.; Garrett, D.E. (1988): Marketing theory: evolution and evaluation, New York.
Sheth, J.N.; Newman, B.I.; Gross, B.L. (1991): Consumption values and market choices: theory and applications, Cincinnati, OH.
Skipper, R.; Hyman, M.R. (1990): Marketing and logical deduction, in: Journal of Marketing, Vol. 54, pp. 89–92.
Stern, L.W.; El-Ansary, A.I.; Coughlan, A.T. (1996): Marketing channels, 5th ed., New Jersey.
Stigler, G.J. (1961): The economics of information, in: Journal of Political Economy, Vol. 69, No. 3, pp. 213–225.
Tamilia, R.D.; Senecal, S.; Corriveau, G. (2002): Conventional channels of distribution and electronic Intermediaries: a functional analysis, in: Journal of Marketing Channels, Vol. 9, No. 3/4, pp. 27–48.
Tauber, E.M. (1972): Why do people shop?, in: Journal of Marketing, Vol. 36, pp. 46–49.
Van Kenhove, P.; van Waterschoot, W.; De Wulf, K. (1999): The impact of task definition on store-attribute salience and store choice, in: Journal of Retailing, Vol. 75, No. 1, pp. 125–137.
van Waterschoot, W.; Van den Bulte, C. (1992): The 4P classification of the marketing mix revisited, in: Journal of Marketing, Vol. 56, pp. 83–93.
van Waterschoot, W.; De Haes, J. (2001): Marketing mix: a functional classification, in: Kitchen, P.J.; Proctor, T. (eds.): The informed student guide to marketing, London, pp. 175–177.
van Waterschoot, W.; Gijsbrechts, E. (2003): Knowledge transfer through marketing textbooks: the Howard and Sheth typology as a case in point, in: Kitchen, P.J. (ed.): The future of marketing.
van Waterschoot, W.; De Haes, J. (2008): Marketing mix metaphorosis: the heavy toll of too much popularity, in: Kitchen, Ph. (ed.): Metaphors and metamorphosis, pp. 42–61.
van Waterschoot, W.; P. K. Sinha; Van Kenhove, P.; De Wulf, K. (2008): Consumer learning and its impact on store format selection, in: Journal of Retailing and Consumer Services, Vol. 15, No. 3, pp. 194–210.
van Waterschoot, W.; Lagasse, L.; De Haes, J.; Bilsen, R. (2009): Marketingbeleid: theorie en praktijk, 12th ed., Antwerpen.
Wallace, D.W.; Giese, J.L.; Johnson, J.L. (2004): Customer retailer loyalty in the context of multiple channel strategies, in: Journal of Retailing, Vol. 80, No. 4, pp. 249–263.
Watson, D.; Clark, L.A.; Tellegen, A. (1988): Development and validation of brief measures of positive and negative affect: the panas scales, in: Journal of Personality and Social Psychology, Vol. 54, No. 6, pp. 1063–1070.
Weld, L.D.H. (1915): Market distribution, in: American Economic Review, pp. 125–139, in: Bucklin, L.P. (1966): A theory of distribution channel structure, Berkeley, CA.
Wilkie, W.L.; Moore, E.S. (1999): Marketing's contributions to society, in: Journal of Marketing, Vol. 63, No. 4, pp. 198–218.
Young, J.A.; Clark, P.W.; McIntyre, F.S. (2006): The web as an e-commerce medium: an exploratory study of consumer perceptions in a restaurant setting, in: Journal of Marketing Channels, Vol. 14, No. 1/2, pp. 5–22.
Zeithaml, V.A. (1988): Consumer perceptions of price, quality and value: a means-end model and synthesis of evidence, in: Journal of Marketing, Vol. 52, pp. 2–22.
Zeithaml, V.A.; Bitner, M.J. (1996): Services marketing, New York.
Editor information
Rights and permissions
Copyright information
© 2011 Gabler Verlag | Springer Fachmedien Wiesbaden GmbH
About this chapter
Cite this chapter
van Waterschoot, W., Sinha, P.K., Burt, S., De Haes, J., Foscht, T., Lievens , A. (2011). The Classic Conceptualisation and Classification of Distribution Service Outputs – Time for a Revision?. In: Morschett, D., Rudolph, T., Schnedlitz, P., Schramm-Klein, H., Swoboda, B. (eds) European Retail Research. European Retail Research. Gabler Verlag, Wiesbaden. https://doi.org/10.1007/978-3-8349-6147-1_1
Download citation
DOI: https://doi.org/10.1007/978-3-8349-6147-1_1
Publisher Name: Gabler Verlag, Wiesbaden
Print ISBN: 978-3-8349-2709-5
Online ISBN: 978-3-8349-6147-1
eBook Packages: Business and Economics (German Language)