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A short presentation showing types and causes of channel conflict arising in sales & distribution network.

Aniruddh Tiwari
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Published in: Business
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  1. 1. C h a n n e l C o n f l i c t<br />
  2. 2. C h a n n e l C o o p e r a t i o n<br />
  3. 3. C h a n n e l C o m p e t e t i o n<br />
  4. 4. Channel Conflict:-<br /><ul><li>Channel conflict occurs when manufacturers (brands) disinter mediate their channel partners, such as distributors, retailers, dealers, and sales representatives, by selling their products direct to consumers through general marketing methods and/or over the internet through e-Commerce.
  5. 5. Channel conflict can also occur when there has been over production. This results in a surplus of products in the market place.
  6. 6. Newer versions of products, changes in trends, insolvency of wholesalers and retailers and the distribution of damaged goods also affect channel conflict. In this connection, a company's stock clearance strategy is of importance</li></li></ul><li>Vertical Channel Conflict<br /> Horizontal Channel Conflict<br />Types of Channel Conflict<br />Multichannel Conflict<br />
  7. 7. Vertical Channel Conflict<br /> Horizontal Channel Conflict<br />Types of Channel Conflict<br />Multichannel Conflict<br />
  8. 8. Vertical Channel Conflict<br />Types of Channel Conflict<br />
  9. 9. Vertical Channel Conflict<br />
  10. 10. Horizontal Channel Conflict:-<br />
  11. 11. Multi Channel Conflict:-<br />Example:-<br />Online Store Like e-bay<br />Example:-<br />Exclusive Company Outlet<br />
  12. 12. Causes Of Channel Conflict<br /><ul><li> Goal Incompatibility
  13. 13. Unclear Roles & Rights
  14. 14. Differences In Perceptions
  15. 15. Intermediaries’ Dependence On The Manufacturer</li></li></ul><li>How To Manage Channel Conflict<br />Adoption of Super ordinate Goals<br />Exchange Of Employees<br />Co-Optation<br />Diplomacy By:-<br />Mediation<br />Negotiation<br />Legal Route<br />
  16. 16. Dilution & Cannibalization:-<br />Marketers must be careful not to dilute their brands through inappropriate channels.<br />Example : Calvin Klein, Reebok<br />
  17. 17. Legal & Ethical Issues<br />
  18. 18. Exclusive dealings often includes exclusive territorial agreements.<br />Such practices increase dealer confidence & enthusiasm. Moreover it is perfectly legal.<br />Some major brands adopt the policy of “Full-Line Forcing”.<br />Although such tying agreements are not illegal, but somehow they lower the quality of the competition.<br />
  19. 19. Funny Side of Channel Conflict<br />
  20. 20. E – Commerce Marketing <br />
  21. 21. E-Purchasing<br />E-Purchasing means companies decide to purchase goods, services, and information from various online suppliers. This in turn has saved millions of capital forthe companies.<br />E-Marketing<br />E-Marketing describes company efforts to inform buyers, communicate with them, promote & sell its products & services over the internet.<br />
  22. 22. Pure-Click Companies<br />Companies those have launched a web site without any previous existence as firm are called Pure-Click Companies.<br />Example :- <br />Google, ebay(B2C), Alibaba(B2B)<br />Brick-and-Click Companies<br />They are the existing companies that have added an online web site for information or e-commerce.<br />Example:-<br />Indiatimes(Bennett, Coleman & Co.)<br />Futurebazaar(Future Group)<br />
  23. 23. We can say that online shopping is Safe, Secure & its Fun<br />
  24. 24. M-Commerce:-<br />Mobile Commerce, also known as M-Commerce or mCommerce, is the ability to conduct commerce using a mobile device, such as a mobile phone, a PDA, a smartphone, or other emerging mobile equipment such as GPS, Satellite Radios, Vehicle Tracking Systems etc.<br />
  25. 25. THANK YOU<br />