Advantages

• Focus on the holistic design of customer pathways
• Current discussions on multichannel systems, e-commerce strategies, and channel conflicts
• Practical examples of typical challenges and solutions in specific cases

About the Work
The book builds on the classic decision areas of distribution, addresses key challenges in the management of sales channels, and describes current approaches from research and practice. It offers a systematic approach to the active design of customer pathways with an integrated model of distribution management from a corporate perspective.

Author
Prof. Dr. Marcus Schögel is the Director of the Institute for Marketing at the University of St. Gallen (IfM-HSG).

Target Audience
For students of business sciences at universities and universities of applied sciences, as well as executives in marketing and sales.