市场营销Chapter 16.pptVIP

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 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 = Manufactu