Pengaruh Perubahan Routes To Market Terhadap Kinerja Pemasaran Pada Perusahaan Fast Moving Consumer Goods
DAFTAR PUSTAKA
Aguglia, Laura. 2009. “Direct Selling: a Marketing Strategy to Shorten Distances
between Production and Consumption.” The 113th EAAE Seminar.
September 3-6, Chania, Crete, Greece: European Association of
Agricultural Economists. 13. http://purl.umn.edu/57657.
Amatil, Coca-Cola. 2013. “Route to Market From Order to Delivery.” CCAI
Intranet.
Accessed
Jan
2015.
https://ccamatil1.sharepoint.com/teams/NationalCustomerSupplyChain/Vi
ctoria Transport Document Library/35. RTM/Route to Market - Go to
Market deck for Logistics.pptx.
Bolton, Ruth N, and Crina O. Tarasi. 2006. “Managing Customer Relationships.”
In Review of Marketing Research, Volume 3, by Naresh K. Malhotra. New
York: M. E. Sharpe Inc. http://ruthnbolton.com.
Borden, Neil H. 1984. “The Concept of The Marketing Mix.” Journal of
Advertising Research Classics Volume II, September 1984; 7 pages.
Bosworth, Michael T., John R. Holland, and Frank Visgastis. 2010.
CustomerCentric Selling. Second Edition, New York, USA: The McGrawHill Companies, Inc.
Boyle, Tom, et al. 2010. “The Coca-Cola Customer Service and Route to Market
Model.” The Coca-Cola Company Article For Internal Use Only, Atlanta,
Georgia.
Brock, David. 2010. Your Sales Process Is Not A Route To Market. 21 Dec.
Accessed Dec 2014. http://partnersinexcellenceblog.com/your-salesprocess-is-not-a-route-to-market/.
Burnet, John. 2008. Core Concepts of Marketing Creative. A Global Text, Jacobs
Foundation, Creative Commons Attribution 3.0 License, Zurich,
Switzerland.
Canada, Statistics. 2010. Survey Methods and Practices. Catalogue no. 12-587-X,
ISBN 978-1-100-16410-6: Published by authority of the Minister
responsible for Statistics Canada, Ottawa, Ontario, Canada.
Cravens, David W, and Nigel F. Percy. 2009. Strategic Marketing. New York,
USA: Ninth Edition, Irwin McGraw-Hill.
Cravens, David W, Woodruff R B, and Stamper J C. 1997. “An Analytical
Approach for Evaluating Sales Territory Performance.” Journal of
Marketing American Marketing Association, Vol. 36, No. 1, January, pp:
31-37.
Universitas Sumatera Utara
de Leeuw, Edith D., Joop J. Hox, and Don A. Dillman. 2008. International
Handbook of Survey Methodology. 1st Edition Jan 19, Routledge: European
Association of Methodology Series, ISBN-13: 978-0805857535.
Dechert-Hampert, Consultant. 2012. Salesforce Of The Future. Accessed Dec 2014.
http://www.dechert-hampe.com/index.php/component/content/article/44about-dhc/dhc-news/212-sales-force-of-the-future-2012-study.
Enchange, Supply Chain Consultancy. 2015. RTM Strategy Development Steps &
Process. Enchange Ltd. All rights Reserved. Accessed Jan 2015.
http://www.enchange.com/clients-and-sectors/brewing-and-beverages/rtmstrategy-development.
Garrett, Alex, and Hugh Wilson. 2005. “IBM’s Route to Market Strategy.”
Cranfield Customer Management Forum In association with IBM Global
Business Services. Bedford, England: Cranfield University School of
Management.
Griffin, Jill. 2002. Customer Loyalty : How to Earn It, How to Keep It. 989 Market
St., San Francisco: Jossey-Bass A Wiley Imprint.
Guiltinan, Joseph P, and Paul W Gordon. 1999. Marketing Management : Strategies
and Program. Sixth Edition, New York: McGraw-Hill Book, Inc.,
Terjemahan : Agus Maulana.
Gupta, Pankaj, and Rajiv Subramanian. 2010. On the right Route-to-Market.
February
4,
Chennai
India:
The
Business
Line.
http://www.thehindubusinessline.com/todays-paper/tp-brandline/on-theright-routetomarket/article1010730.ece.
Håkan, Håkansson, and Ivan Snehota. 1995. Developing Relationships in Business
Networks. London and New York: Routledge, ISBN 0-415-11570-1.
Hanfan, Ahmad. 2005. “Analisis Faktor-Faktor Pengaruh Selling In Yang
Berdampak Terhadap Kinerja Penjualan.” Tesis eprints.undip.ac.id,
UNDIP, Semarang.
Hatch, Mary Jo, and Majken Schultz. 2001. “Bringing The Corporation Into
Corporate Branding.” European Journal of Marketing Vol. 37 No. 7/8,
2003, pp. 1041-1064.
Hendratman, Denny. 2009. “Analisis Pengaruh Kualitas Hubungan Bisnis Dengan
Outlet dan Strategi Pelayanan Outlet Terhadap Kinerja Penjualan Dalam
Meningkatkan Loyalitas Outlet.” Tesis eprints.undip.ac.id, UNDIP,
Semarang.
Holmlund. 2008. “A Definition, Model, And Empirical Analysis Of Business‐to‐
Business Relationship Quality.” International Journal of Service Industry
Management Vol. 19 Iss: 1, Helsinki, pp.32 - 62.
Universitas Sumatera Utara
Homa, Kenneth E. 2008. “Marketing Performance Management.” Index of
/homak/homahelpsite/webhelp/Content.
Accessed
Dec
2014.
http://faculty.msb.edu/homak/homahelpsite/webhelp/Content/.
ILRI, FAO. 2014. Animal Feed Resources for Small Scale Livestock Producers Proceedings of The Marketing Systems: Functions, agents, enterprises and
channels. FAO Corporate Document Repository. Accessed Dec 2014.
http://www.fao.org/wairdocs/ilri/x5547e/x5547e18.htm.
Jackson, Donald W Jr. 1993. “Relationship Selling: The Personalization of
Relationship Marketing.” Asia-Australia Marketing Journal Vol. 2 No. 1,
Monash University, Australia, pp. 45-54.
Jindal, Rupinder P., Werner Reinartz, Manfred Krafft, and Wayne D. Hoyer. 2006.
“Determinants of the Variety of Routes to Market.” International Journal
of Research in Marketing Volume 24, Issue 1, March 2007, pp. 17–29.
Jobber, David, and Geoff Lancaster. 2009. Selling and Sales Management. 8th
edition, London: Prentice Hall - Pearson Education.
Jobber, David, Geoff Lancaster, and Barbara Jamieson. 2011. Sales Force
Management. Edinburgh: Heriot-Watt University, Edinburgh Business
School, United Kingdom.
Kotler, Philip. 2001. Marketing Management, Millenium Edition. 10th Edition,
Boston: Pearson Custom Publishing, © 2001 by Prentice-Hall, Inc.
Kotler, Philip, and Gary Armstrong. 2008. Principles of Marketing. 14th ed., New
Jersey: Pearson Prentice Hall, ISBN-13: 978-0-13-216712-3.
Kotler, Philip, and Kevin Lane Keller. 2012. Marketing Management. 14th ed.,
New Jersey: Prentice Hall - Pearson Education, Inc., ISBN 978-0-13210292-6.
Kotler, Philip, Veronica Wong, John Saunders, and Gary Armstrong. 2005.
Principles of Marketing. 4th European Edition, Essex - England: Pearson
Education Limited.
Lee, Edwin. 1996. The Handbook of Channel Marketing. Innovators and earlyadopters edition, E. Lee: © 1995, 1996 by Edwin Lee.
Levitt, Theodore. 1960. “Marketing Myopia.” Harvard Business Review EBSC
Ohost, Harvard Business School Publishing.
Ludick, Suréne Ludick. 2011. “A Comparison Of Route-to-Market Strategies As A
Means To Improve Customer Service.” Mini-Dissertation Potchefstroom
Campus of the North-West University, 234 pages.
Morgan, Robert M., and Shelby D. Hunt. 1994. “The Commitment-Trust Theory of
Relationship Marketing.” The Journal of Marketing American Marketing
Association Vol. 58, p. 20-38.
Universitas Sumatera Utara
Navarro, Carlos, Valero Juan, and Dubey Akshat. 2010. Getting Routes to Market
Right Designing Profitable Go-to-Market Models in Consumer Goods.
www.booz.com.: Booz & Company Inc.
Nickols, Fred. 2012. “Strategy: Definitions & Meanings.” Occasional Papers,
www.nickols.us: Distance Consulting LLC, 10 pages.
Nowakowska-Grunt, Joanna. 2009. “Strategy Of Distribution In Food Industry
Companies.” Annales Universitatis Apulensis Series Oeconomica 11(2), 16
pages.
Palmatier, Robert W. 2008. Relationship Marketing. Cambridge, Massachusetts,
USA: Marketing Science Institute, Inc, Copyright 2015 MSI.
Parvatiyar, Atul, and Jagdish N Sheth. 1998. The Domain And Conceptual
Foundations Of Relationship Marketing. Revised August 28, Thousand
Oaks, CA: Sage Publications.
Parvatiyar, Atul, and Jagdish N. Sheth. 2002. “Customer Relationship
Management: Emerging Practice, Process, and Discipline.” Journal of
Economic and Social Research Preliminary Issue, 1-34, 3(2) 2001, 2002.
Perreault, William D. Jr., and E. Jerome McCarthy. 2002. Basic Marketing: A
Global−Managerial Approach. 14/e: The McGraw−Hill Companies, ISBN
0-07-112110-2.
Piotr, Szopa, and Pękała Wladyslaw. 2012. “Distribution Channels And Their Roles
In The Enterprise.” Polish Journal Of Management Studies Volume 6, pp.
1-8.
Raulerson, Peter, Jean-Claude Malraison, and Antoine Leboyer. 2009. Building
Routes to Customers: Proven Strategies for Profitable Growth. New York,
USA: Springer, ISBN: 978-0-387-79950-6.
Rogers, Walter. 2014. “Teams, The Power Of Key Performance Indicators For
Sales.” Forbes/Business, SalesforceVoice. 24 Sep. Accessed Dec 2014.
http://www.forbes.com/sites/salesforce/2014/09/24/key-performanceindicators/.
Santos, Paulo. 2013. Activision: Sell-Through Vs. Sell-In. 6 Nov. Accessed Dec
2014. http://seekingalpha.com/article/1814062-activision-sell-through-vssell-in.
Scheuren, Fritz. 2004. What Is A Survey. 2nd ed, American Statistical Association,
Washington.
Scott,
Grygor. 2014. Sell-Through Vs. Sell-In. Accessed Dec
http://smallbusiness.chron.com/sellthrough-vs-sellin-34397.html.
2014.
Universitas Sumatera Utara
Segetlija, Zdenko, Josip Mesarić, and Davor Dujak. 2011. “Importance Of
Distribution Channels - Marketing Channels For National Economy.”
International Journal of Logistics Management Vol. 9, Issue 2, p. 1-19.
Smarta.
2015.
Routes
to
market.
Accessed
Dec
2014.
http://www.smarta.com/advice/sales-and-marketing/sales/routes-tomarket.
Stern, Louis W, and El-Ansary Adel L. 2006. Marketing Channels. 7th Edition,
Englewood Cliffs: Prentice Hall.
Titus, Ray, Sengupta Debashish, and Garg Alankrita. 2013. “Leveraging
Distribution Networks For Competitive Advantage: A Case Of FMCG
Channel Management At ITC Ltd.” Asia Pacific Journal of Marketing &
Management Review Vol.2 (2), February, ISSN 2319-2836, 11 pages.
Weitz, Barton A, Stephen B Castleberry, and John F Tanner Jr. 2004. Selling
Building Partnerships. 5th Edition, New Yok: The McGraw-Hill
Companies, Inc. All Rights Reserved.
Wentz, Walter B. 1979. Marketing. St. Paul, Minn: West Publishing Co, ISBN 13:
9780829902273.
Yang, Kaifeng, and Gerald J Miller. 2008. Handbook of Research Methods in
Public Administration. Boca Raton, London, New York: CRC Press, ©
2008 by Taylor & Francis Group, LLC.
Yudith, Novi Febriyanto. 2005. “Analisis Distribusi Selling-In Untuk
Meningkatkan Kinerja Pemasaran; Dalam Hubungan Antara PT. Expand
Berlian Mulia dengan Outlet-Outletnya di Wilayah Jawa Tengah dan
Yogyakarta.” Tesis eprints.undip.ac.id, UNDIP, Semarang.
Universitas Sumatera Utara
Aguglia, Laura. 2009. “Direct Selling: a Marketing Strategy to Shorten Distances
between Production and Consumption.” The 113th EAAE Seminar.
September 3-6, Chania, Crete, Greece: European Association of
Agricultural Economists. 13. http://purl.umn.edu/57657.
Amatil, Coca-Cola. 2013. “Route to Market From Order to Delivery.” CCAI
Intranet.
Accessed
Jan
2015.
https://ccamatil1.sharepoint.com/teams/NationalCustomerSupplyChain/Vi
ctoria Transport Document Library/35. RTM/Route to Market - Go to
Market deck for Logistics.pptx.
Bolton, Ruth N, and Crina O. Tarasi. 2006. “Managing Customer Relationships.”
In Review of Marketing Research, Volume 3, by Naresh K. Malhotra. New
York: M. E. Sharpe Inc. http://ruthnbolton.com.
Borden, Neil H. 1984. “The Concept of The Marketing Mix.” Journal of
Advertising Research Classics Volume II, September 1984; 7 pages.
Bosworth, Michael T., John R. Holland, and Frank Visgastis. 2010.
CustomerCentric Selling. Second Edition, New York, USA: The McGrawHill Companies, Inc.
Boyle, Tom, et al. 2010. “The Coca-Cola Customer Service and Route to Market
Model.” The Coca-Cola Company Article For Internal Use Only, Atlanta,
Georgia.
Brock, David. 2010. Your Sales Process Is Not A Route To Market. 21 Dec.
Accessed Dec 2014. http://partnersinexcellenceblog.com/your-salesprocess-is-not-a-route-to-market/.
Burnet, John. 2008. Core Concepts of Marketing Creative. A Global Text, Jacobs
Foundation, Creative Commons Attribution 3.0 License, Zurich,
Switzerland.
Canada, Statistics. 2010. Survey Methods and Practices. Catalogue no. 12-587-X,
ISBN 978-1-100-16410-6: Published by authority of the Minister
responsible for Statistics Canada, Ottawa, Ontario, Canada.
Cravens, David W, and Nigel F. Percy. 2009. Strategic Marketing. New York,
USA: Ninth Edition, Irwin McGraw-Hill.
Cravens, David W, Woodruff R B, and Stamper J C. 1997. “An Analytical
Approach for Evaluating Sales Territory Performance.” Journal of
Marketing American Marketing Association, Vol. 36, No. 1, January, pp:
31-37.
Universitas Sumatera Utara
de Leeuw, Edith D., Joop J. Hox, and Don A. Dillman. 2008. International
Handbook of Survey Methodology. 1st Edition Jan 19, Routledge: European
Association of Methodology Series, ISBN-13: 978-0805857535.
Dechert-Hampert, Consultant. 2012. Salesforce Of The Future. Accessed Dec 2014.
http://www.dechert-hampe.com/index.php/component/content/article/44about-dhc/dhc-news/212-sales-force-of-the-future-2012-study.
Enchange, Supply Chain Consultancy. 2015. RTM Strategy Development Steps &
Process. Enchange Ltd. All rights Reserved. Accessed Jan 2015.
http://www.enchange.com/clients-and-sectors/brewing-and-beverages/rtmstrategy-development.
Garrett, Alex, and Hugh Wilson. 2005. “IBM’s Route to Market Strategy.”
Cranfield Customer Management Forum In association with IBM Global
Business Services. Bedford, England: Cranfield University School of
Management.
Griffin, Jill. 2002. Customer Loyalty : How to Earn It, How to Keep It. 989 Market
St., San Francisco: Jossey-Bass A Wiley Imprint.
Guiltinan, Joseph P, and Paul W Gordon. 1999. Marketing Management : Strategies
and Program. Sixth Edition, New York: McGraw-Hill Book, Inc.,
Terjemahan : Agus Maulana.
Gupta, Pankaj, and Rajiv Subramanian. 2010. On the right Route-to-Market.
February
4,
Chennai
India:
The
Business
Line.
http://www.thehindubusinessline.com/todays-paper/tp-brandline/on-theright-routetomarket/article1010730.ece.
Håkan, Håkansson, and Ivan Snehota. 1995. Developing Relationships in Business
Networks. London and New York: Routledge, ISBN 0-415-11570-1.
Hanfan, Ahmad. 2005. “Analisis Faktor-Faktor Pengaruh Selling In Yang
Berdampak Terhadap Kinerja Penjualan.” Tesis eprints.undip.ac.id,
UNDIP, Semarang.
Hatch, Mary Jo, and Majken Schultz. 2001. “Bringing The Corporation Into
Corporate Branding.” European Journal of Marketing Vol. 37 No. 7/8,
2003, pp. 1041-1064.
Hendratman, Denny. 2009. “Analisis Pengaruh Kualitas Hubungan Bisnis Dengan
Outlet dan Strategi Pelayanan Outlet Terhadap Kinerja Penjualan Dalam
Meningkatkan Loyalitas Outlet.” Tesis eprints.undip.ac.id, UNDIP,
Semarang.
Holmlund. 2008. “A Definition, Model, And Empirical Analysis Of Business‐to‐
Business Relationship Quality.” International Journal of Service Industry
Management Vol. 19 Iss: 1, Helsinki, pp.32 - 62.
Universitas Sumatera Utara
Homa, Kenneth E. 2008. “Marketing Performance Management.” Index of
/homak/homahelpsite/webhelp/Content.
Accessed
Dec
2014.
http://faculty.msb.edu/homak/homahelpsite/webhelp/Content/.
ILRI, FAO. 2014. Animal Feed Resources for Small Scale Livestock Producers Proceedings of The Marketing Systems: Functions, agents, enterprises and
channels. FAO Corporate Document Repository. Accessed Dec 2014.
http://www.fao.org/wairdocs/ilri/x5547e/x5547e18.htm.
Jackson, Donald W Jr. 1993. “Relationship Selling: The Personalization of
Relationship Marketing.” Asia-Australia Marketing Journal Vol. 2 No. 1,
Monash University, Australia, pp. 45-54.
Jindal, Rupinder P., Werner Reinartz, Manfred Krafft, and Wayne D. Hoyer. 2006.
“Determinants of the Variety of Routes to Market.” International Journal
of Research in Marketing Volume 24, Issue 1, March 2007, pp. 17–29.
Jobber, David, and Geoff Lancaster. 2009. Selling and Sales Management. 8th
edition, London: Prentice Hall - Pearson Education.
Jobber, David, Geoff Lancaster, and Barbara Jamieson. 2011. Sales Force
Management. Edinburgh: Heriot-Watt University, Edinburgh Business
School, United Kingdom.
Kotler, Philip. 2001. Marketing Management, Millenium Edition. 10th Edition,
Boston: Pearson Custom Publishing, © 2001 by Prentice-Hall, Inc.
Kotler, Philip, and Gary Armstrong. 2008. Principles of Marketing. 14th ed., New
Jersey: Pearson Prentice Hall, ISBN-13: 978-0-13-216712-3.
Kotler, Philip, and Kevin Lane Keller. 2012. Marketing Management. 14th ed.,
New Jersey: Prentice Hall - Pearson Education, Inc., ISBN 978-0-13210292-6.
Kotler, Philip, Veronica Wong, John Saunders, and Gary Armstrong. 2005.
Principles of Marketing. 4th European Edition, Essex - England: Pearson
Education Limited.
Lee, Edwin. 1996. The Handbook of Channel Marketing. Innovators and earlyadopters edition, E. Lee: © 1995, 1996 by Edwin Lee.
Levitt, Theodore. 1960. “Marketing Myopia.” Harvard Business Review EBSC
Ohost, Harvard Business School Publishing.
Ludick, Suréne Ludick. 2011. “A Comparison Of Route-to-Market Strategies As A
Means To Improve Customer Service.” Mini-Dissertation Potchefstroom
Campus of the North-West University, 234 pages.
Morgan, Robert M., and Shelby D. Hunt. 1994. “The Commitment-Trust Theory of
Relationship Marketing.” The Journal of Marketing American Marketing
Association Vol. 58, p. 20-38.
Universitas Sumatera Utara
Navarro, Carlos, Valero Juan, and Dubey Akshat. 2010. Getting Routes to Market
Right Designing Profitable Go-to-Market Models in Consumer Goods.
www.booz.com.: Booz & Company Inc.
Nickols, Fred. 2012. “Strategy: Definitions & Meanings.” Occasional Papers,
www.nickols.us: Distance Consulting LLC, 10 pages.
Nowakowska-Grunt, Joanna. 2009. “Strategy Of Distribution In Food Industry
Companies.” Annales Universitatis Apulensis Series Oeconomica 11(2), 16
pages.
Palmatier, Robert W. 2008. Relationship Marketing. Cambridge, Massachusetts,
USA: Marketing Science Institute, Inc, Copyright 2015 MSI.
Parvatiyar, Atul, and Jagdish N Sheth. 1998. The Domain And Conceptual
Foundations Of Relationship Marketing. Revised August 28, Thousand
Oaks, CA: Sage Publications.
Parvatiyar, Atul, and Jagdish N. Sheth. 2002. “Customer Relationship
Management: Emerging Practice, Process, and Discipline.” Journal of
Economic and Social Research Preliminary Issue, 1-34, 3(2) 2001, 2002.
Perreault, William D. Jr., and E. Jerome McCarthy. 2002. Basic Marketing: A
Global−Managerial Approach. 14/e: The McGraw−Hill Companies, ISBN
0-07-112110-2.
Piotr, Szopa, and Pękała Wladyslaw. 2012. “Distribution Channels And Their Roles
In The Enterprise.” Polish Journal Of Management Studies Volume 6, pp.
1-8.
Raulerson, Peter, Jean-Claude Malraison, and Antoine Leboyer. 2009. Building
Routes to Customers: Proven Strategies for Profitable Growth. New York,
USA: Springer, ISBN: 978-0-387-79950-6.
Rogers, Walter. 2014. “Teams, The Power Of Key Performance Indicators For
Sales.” Forbes/Business, SalesforceVoice. 24 Sep. Accessed Dec 2014.
http://www.forbes.com/sites/salesforce/2014/09/24/key-performanceindicators/.
Santos, Paulo. 2013. Activision: Sell-Through Vs. Sell-In. 6 Nov. Accessed Dec
2014. http://seekingalpha.com/article/1814062-activision-sell-through-vssell-in.
Scheuren, Fritz. 2004. What Is A Survey. 2nd ed, American Statistical Association,
Washington.
Scott,
Grygor. 2014. Sell-Through Vs. Sell-In. Accessed Dec
http://smallbusiness.chron.com/sellthrough-vs-sellin-34397.html.
2014.
Universitas Sumatera Utara
Segetlija, Zdenko, Josip Mesarić, and Davor Dujak. 2011. “Importance Of
Distribution Channels - Marketing Channels For National Economy.”
International Journal of Logistics Management Vol. 9, Issue 2, p. 1-19.
Smarta.
2015.
Routes
to
market.
Accessed
Dec
2014.
http://www.smarta.com/advice/sales-and-marketing/sales/routes-tomarket.
Stern, Louis W, and El-Ansary Adel L. 2006. Marketing Channels. 7th Edition,
Englewood Cliffs: Prentice Hall.
Titus, Ray, Sengupta Debashish, and Garg Alankrita. 2013. “Leveraging
Distribution Networks For Competitive Advantage: A Case Of FMCG
Channel Management At ITC Ltd.” Asia Pacific Journal of Marketing &
Management Review Vol.2 (2), February, ISSN 2319-2836, 11 pages.
Weitz, Barton A, Stephen B Castleberry, and John F Tanner Jr. 2004. Selling
Building Partnerships. 5th Edition, New Yok: The McGraw-Hill
Companies, Inc. All Rights Reserved.
Wentz, Walter B. 1979. Marketing. St. Paul, Minn: West Publishing Co, ISBN 13:
9780829902273.
Yang, Kaifeng, and Gerald J Miller. 2008. Handbook of Research Methods in
Public Administration. Boca Raton, London, New York: CRC Press, ©
2008 by Taylor & Francis Group, LLC.
Yudith, Novi Febriyanto. 2005. “Analisis Distribusi Selling-In Untuk
Meningkatkan Kinerja Pemasaran; Dalam Hubungan Antara PT. Expand
Berlian Mulia dengan Outlet-Outletnya di Wilayah Jawa Tengah dan
Yogyakarta.” Tesis eprints.undip.ac.id, UNDIP, Semarang.
Universitas Sumatera Utara