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Channel Management
$
A path through which goods and services flow in one
direction (from vendor to the consumer),
and the payments generated by...
The total number of channel
members in a channel of distribution
Channel length
Businesses or individuals who assist in
moving goods and services from the
producer to the consumer
Channel members
Distribution Patterns
A distribution pattern in which a producer
sells a product through just one middle
man in a geographic area
Exclusive Dist...
A producer sells a product through a
limited number of middlemen in a
geographic area.
Selective Distribution
Producer sells a product through every
available wholesaler and retailer in a
geographic area where consumers might
look f...
Channel Functions
Companies rely on market research to determine their
target markets’ needs and wants.
Providing Marketing Information
Costs and responsibilities can be shared.
Promoting Products
Offering to deliver and install products.
Negotiating with Customers
Selling large quantities of products to
wholesalers and retailers
Reducing Discrepancies
Work together to finance activities to become
more effective
Financing and Risk-taking
Horizontal vs. Vertical Conflict
Horizontal Conflict:
Occurs between channel
members at the same level
Ex: two retailers s...
Channel Management
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Channel Management

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Marketing 6621

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Transcript of "Channel Management"

  1. 1. Channel Management $
  2. 2. A path through which goods and services flow in one direction (from vendor to the consumer), and the payments generated by them that flow in the opposite direction (from consumer to the vendor). Channel
  3. 3. The total number of channel members in a channel of distribution Channel length
  4. 4. Businesses or individuals who assist in moving goods and services from the producer to the consumer Channel members
  5. 5. Distribution Patterns
  6. 6. A distribution pattern in which a producer sells a product through just one middle man in a geographic area Exclusive Distribution
  7. 7. A producer sells a product through a limited number of middlemen in a geographic area. Selective Distribution
  8. 8. Producer sells a product through every available wholesaler and retailer in a geographic area where consumers might look for it Intensive Distribution
  9. 9. Channel Functions
  10. 10. Companies rely on market research to determine their target markets’ needs and wants. Providing Marketing Information
  11. 11. Costs and responsibilities can be shared. Promoting Products
  12. 12. Offering to deliver and install products. Negotiating with Customers
  13. 13. Selling large quantities of products to wholesalers and retailers Reducing Discrepancies
  14. 14. Work together to finance activities to become more effective Financing and Risk-taking
  15. 15. Horizontal vs. Vertical Conflict Horizontal Conflict: Occurs between channel members at the same level Ex: two retailers selling pet supplies compete to sell to the same target market Vertical Conflict: Occurs between channel members at different levels within the same channel Producers and wholesalers or producers and retailers
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