Distribution Channels Flashcards
Channel strategy
Channel selection
Distribution intensity
Channel integration
Channel selection
Market factors-different plans/structures
Producer factors-well known/big
Competitive factors
Distribution intensity
Intensive-convenience
Selective-shopping
Exclusive-luxiory
Channel integration
Conventional marketing channels
Franchise
Producer ownership
Franchising
Legal contract both parties agree to others rights and obligations
4 levels of franchising distribution chain
Manufacturer to retailer
Manufacturers to wholesalers
Wholesalers to retailers
Retailers to retailers
Channel ownership
Total control over distributor activities
Establish vertical marketing system
Channel management
Selection
Motivation
Evaluation
Manage conflict
Conflict causes
Goal incompatibility
Role and right ambiguity
Differing perspectives
Conflict types
Vertical
Horizontal
Multichannel
Manage conflict
Regular communication
Forming dealer councils
Arbitration and mediation
Wheel of retailing
New retailers are no frill
Gradually grow and mature
Key retailing marketing decisions
Atmosphere Product assortment and services retail positioning Store location Price
