3. Channel Management 1 Use of Power Bases 2 Resolving Channel Conflicts 3 Channel Control
4. 1 POWER BASES Referent Power Expert Power Legitimate Power Competition Power Coercive Power
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12. 2 CONFLICT GOAL Understanding of objectives of Channel members is different DOMAIN Channel members Understand Responsibilities differently PERCEPTION Understanding of Market Place is different. Actions do not match
21. 3 CHANNEL CONTROL PROTECTION Interest of all Channel Members are protected OBJECTIVES Actions of all are in line with overall objectives DELIVERY Channel Flows streamlined to service end customers
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23. Channel Relationship Maintenance Strategies Forcing by Domination Withdrawal by avoidance Transactional Integration by Negotiation Compromise by Sacrifice Long Run Nature of Relationship High Low Significance of Individual Goals