Professional Documents
Culture Documents
Wholesaler
Wholesaler
Retailer Retailer
Retailer
Jobber
Manufacturers Representatives
Providing Contact
Efficiency
Specialization and Division of Labor
Circuit City
Channel Design Decision
Channel Power- The ability to alter channel members behaviour so that they take
actions they would not have taken otherwise.
Reward Power- Manufacturers offers an extra benefit for performing specific acts or
functions.
Expert Power- Manufacturer has special knowledge that the intermediaries value.