零售与渠道管理第六章.pptVIP

Channel Power Getting It, Using It, Keeping It Learning Objectives View power as a tool without value connotations and explain why it is critical to marketing channels Explain the consequences of using power to appropriate the rewards earned by other channel members Understand the relation between power and dependence and explain when dependence exists Learning Objects Distinguish five sources of power and explain when each is effective and why Describe how to build power Explain how to use power as a tool to manage conflict and increase cooperation Learning objectives Understand the importan