零售与渠道管理第七章.pptVIP

Managing Conflict to Increase Channel Coordination Chapter 7 Contents ASSESSING THE DEGREE AND NATURE OF CHANNEL CONFLICT THE CONSEQUENCES OF CONFLICT MAJOR SOURCES OF CONFLICT IN MARKETING CHANNELS CLASH OF MARKET DOMAINS FUELING CONFLICT CONFLICT RESOLUTIONS STRATEGIES: HOW DRIVE CONFLICT AND SHAPE CHANNEL PERFORMANCE Review What’s the channel power? Channel power is the ability to alter another organization’s behavior. It’s a tool, neither good nor bad The power of A is equal to the dependence of B. When is the dependence of B on A high? B derives great utility from dealing with A and canno