Third-Party Catalog Services

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33
f. 
Trade Shows.
A format used in some segments for direct sales order activ-
ities. Suppliers sell from booths at major trade shows or conventions. Also 
used for retail applications.
Examples: Boats, cars, hardware/software applications.
g. 
Database Marketing.
Databases of customer buying habits and demo-
graphics are analyzed to enable the company to target customers for future 
mailing. Also used for retail applications.
Examples: Large grocery/consumer products companies, telephone companies.
N O T E S
1 Palmatier, Robert W. and Shrihari Sridhar (2017), Marketing Strategy: Based on First Principles and 
Data Analytics, London: Palgrave Macmillan.
2 Karakiya, Fahri and Bulent Kobu (1994), “New product development process: An investigation 
of success and failure in high-technology and non-high-technology firms,” Journal of Business 
Venturing, January, 49–66.
3 Rangan, V. Kasturi (2006), Transforming Your Go-to-Market Strategy: The Three Disciplines of Channel 
Management, Boston, MA: Harvard Business School Press.
4 Gruley, Bryan and Leslie Patton (2015), “The franchisees are not lovin’ it,” Bloomberg Business Week, 
September 21.
5 Taylor, Kate (2016), “Why Starbucks doesn’t franchise,” Business Insider, September 28.
6 Jargon, Julie (2013), “Starbucks tries franchising to perk up European business,” Wall Street Journal, 
November 29.
7 Gensler, Lauren (2016), “The world’s largest retailers 2016: Wal-Mart dominates but Amazon is 
catching up,” Forbes, May 27.
8 Shi, Audrey (2016), “Amazon Prime members now outnumber non-Prime members,” Fortune, July 11.
9 https://services.amazon.com/fulfillment-by-amazon/benefits.html, date retrieved July 28, 2017.
 10 See “2011 Top 250 global retailers,” Stores, January 2012, www.stores.org; www.naw.org, http://data.
worldbank.org, and www.commerce.gov.
 11 Piotrowicz, Wojciech and Richard Cuthbertson (2014), “Introduction to the Special Issue: 
Information technology in retail: Toward omnichannel retailing,” International Journal of Electronic 
Commerce, Summer, 18 (4), 5–15.
 12 Wahba, Phil (2016), “The man who’s re- (re-re) inventing JC Penney,” Fortune, March 1, 76–86.
 13 McGrath, Maggie (2017), “Retail-maggedon: Macy’s ugly earnings drag down entire sector,” Forbes, 
May 11.
 14 Brickley, Peg (2016), “Sports Authority accelerating store closings amid bankruptcy,” Wall Street 
Journal, July 19.
 15 Maras, Elliot (2016), “Omni-channel puts food supply chains through the wringer,” Food Logistics, 
September, 16–24.
 16 Gu, Zheyin (Jane) and Giri Kumar Tayi (2017), “Consumer pseudo-showrooming and omni-channel 
placement strategies,” MIS Quarterly, 41 (2), 583–606.
 17 Johnston, Lisa (2017), “Best Buy adds Dyson In-store experiences,” Twice, August 7, 21.
 18 Gabor, Deb (2017), “Retail is dead! Long live retail—at Best Buy, that is,” Twice, August 7, 5.
 19 See Koo, Hui-Wen and Pei-yu Lo (2004), “Sorting: The function of tea middlemen in Taiwan dur-
ing the Japanese colonial era,” Journal of Institutional and Theoretical Economics, 160 (December), 
607–626.

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20 Fuhrman, Elizabeth (2003), “Multibar multi-tasking,” Candy Industry, 168 (June), 28–32.
21 Kumar, Nirmalya and Jan-Benedict E.M. Steenkamp (2007), Private Label Strategy: How to Meet the 

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