《菲利普.科特勒的“市场营销”讲义》第26章.ppt

Objectives Work Performed by Marketing Channels Channel-Design Decisions Channel-Management Decisions Channel Dynamics Industrial Marketing Channels Customers’ Desired Service Levels Lot size Waiting time Spatial convenience Product variety Service backup Causes of Channel Conflict Incompatibility Difference in Perception Dependence * ?2000 Prentice Hall * How a Distributor Reduces theNumber of Channel Transactions = Customer = Manufacturer A. Number of contacts without a distributor M x C = 3 X 3 = 9 1 3 2 4 5 6 7 8 9 How a Distributor Reduces theNumber of Channel Transactions = Distributor = Customer = Manufacturer B. Number of contacts with a distributor M x C = 3 + 3 = 6 Store 1 2 3 4 5 6 Distribution Channel Functions Ordering Payments Communication Transfer Negotiation Financing Risk Taking Physical Distribution Information Consumer Marketing Channels Wholesaler Jobber Retailer Consumer ? ? ? ? Consumer Retailer Consumer ? Manufacturer 0-level channel Wholesaler Retailer Consumer ? ? Mfg 2-level channel Mfg 3-level channel 1-level channel Manufacturer Industrial distributors Manufacturer Consumer Manufacturer’s representative Manufacturer’s sales branch 减肥药排行榜| 淘宝最好的减肥药| 什么减肥药效果最好| 减肥吧 BB霜| skin79bb霜| 美宝莲bb霜| misshabb霜| BB霜排行榜| 什么牌子的bb霜好用 指甲油| OPI指甲油| OPI指甲油价格| opi指甲油官网 Break-Even Cost Chart Selling costs (dollars) Level of sales (dollars) Company sales force Manufacturer’s sales agency SB Channel Management Decisions Selecting FEEDBACK Motivating Training Evaluating 减肥药排行榜| 淘宝最好的减肥药| 什么减肥药效果最好| 减肥吧 BB霜| skin79bb霜| 美宝莲bb霜| misshabb霜| BB霜排行榜| 什么牌子的bb霜好用 指甲油| OPI指甲油| OPI指甲油价格| opi指甲油官网 Types of Vertical Marketing Systems Corporate Common Ownership at Different Levels of the Channel Contractual Contractual Agreement Among Channel Members Administered Leadership is Assumed by One or a Few Dominant Members 减肥药排行榜| 淘宝最好的减肥药| 什么减肥药效果最好| 减肥吧 BB霜| skin79bb霜| 美宝莲bb霜| misshabb霜| BB霜排行榜| 什么牌子的bb霜好用 指甲油| OPI指甲油| OPI指甲油价格| opi指甲油官网 Conventional Distribution C