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- 2024-02-22 发布于四川
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Chapter16Selectingand
ObjectivesWorkPerformedbyMarketingChannelsChannel-DesignDecisionsChannel-ManagementDecisionsChannelDynamics
HowaDistributorReducesthe
NumberofChannelTransactions=Customer=ManufacturerA.NumberofcontactswithoutadistributorMxC=3X3=9132456789
HowaDistributorReducesthe
NumberofChannelTransactions=Distributor=Customer=ManufacturerB.NumberofcontactswithadistributorMxC=3+3=6Store123456
DistributionChannelFunctionsOrderingPaymentsCommunicationTransferNegotiationFinancingRiskTakingPhysicalDistributionInformation
ConsumerMarketingChannelsWholesalerJobberRetailerConsumer????ConsumerRetailerConsumer?Manufacturer0-levelchannelWholesalerRetailerConsumer??Mfg2-levelchannelMfg3-levelchannel1-levelchannelManufacturer
IndustrialdistributorsManufacturerConsumerManufacturer’srepresentativeManufacturer’ssalesbranchIndustrialMarketingChannels
Customers’DesiredServiceLevelsLotsizeWaitingtimeSpatialconvenienceProductvarietyServicebackup
Break-EvenCostChartSellingcosts(dollars)Levelofsales(dollars)CompanysalesforceManufacturer’ssalesagencySB
ChannelManagementDecisionsSelectingFEEDBACKMotivatingTrainingEvaluating
TypesofVerticalMarketingSystemsCorporateCommonOwnershipatDifferentLevelsoftheChannelContractualContractualAgreementAmongChannelMembersAdministeredLeadershipisAssumedbyOneoraFewDominantMembers
ConventionalDistributionChannelvs.VerticalMarketingSystemsVerticalmarketingchannelManufacturerRetailerConventionalmarketingchannelConsumerManufacturerConsumerRetailerWholesalerWholesaler
CausesofChannelConflictIncompatibilityDifferenceinPerceptionDependenceLegalEthicalIssuesinChannelRelationsExclusiveDealingExclusiveTerritoriesTyingAgreementsDealers’Rights
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