ppt课件-international marketing channels（国际市场营销渠道）.pptVIP

International Marketing Channels Chapter 14 Channel of Division Structure Distribution Process Distribution Structure Import-Oriented Distribution Japanese Distribution Structure High Density of Middlemen Channel Control Business Philosophy Large-Scale Retail Store Law Large-Scale Retail Store Location Act Changes in the System Trends New Markets Margins Delivery Technology Distribution Patterns General Patterns Middlemen services Line breadth Costs and margins Channel length Nonexistent channels Blocked channels Stocking Power and competition Distribution Patterns Retail Patterns Size patterns Direct marketing Resistance to change Alternative Middlemen Choices First step: Clarify Objectives and Policies Second step: Select Intermediaries Agent middlemen v. merchant middlemen Home-country middlemen Foreign-country middlemen Government-affiliated middlemen Home-Country Middlemen Manufacturer’s Retail Stores Global Retailers Export Management Companies Trading Companies U.S. Export Trading Companies Complementary Marketers Home-Country Middlemen Manufacturer’s Export Agent Home-Country Brokers Buying Offices Selling Groups Webb-Pomerene Export Associations Foreign Sales Corporations Export Merchants Export Jobbers Foreign-Country Middlemen Manufacturer’s Representatives Distributors Foreign-Country Brokers Managing Agents Dealers Import Jobbers Channel Choice Factors Identify Specific Target Markets within and across Companies Specify MKT Goals in terms of Volume Market Share, and Profit Margin Requirements Specify Financial and Personnel Commitments to the Development of International Distribution Identify Control, Length of Channels, Terms of Sale, and Channel Ownership Six Factors of Channel Decision Cost Capital Requirements Control Coverage Character Continuity Middlemen Management Locating Selecting Motivating Terminating Controlling Internet How can it help? Advantages Issues Culture Adaptation Local context Payment Delivery Promotion * *