Professional Documents
Culture Documents
13
Designing and
Managing
Integrated Marketing
Channels
Chapter Questions
13-2
13-3
Intermediaries
13-4
Channels and
Marketing Decisions
13-5
13-6
Gather information
Develop and disseminate persuasive
communications
Reach agreements on price and terms
Acquire funds to finance inventories
Assume risks
Provide for storage
Provide for buyers payment of their bills
Oversee actual transfer of ownership
13-7
13-8
13-9
13-10
13-11
Reverse-Flow Channels
13-12
Designing a
Marketing Channel System
13-13
Types of intermediaries
Number of intermediaries
Terms and responsibilities
13-14
Number of Intermediaries
Exclusive
Selective
Intensive
13-15
Price policy
Condition of sale
Distributors territorial rights
Mutual services and responsibilities
13-16
13-17
Channel-Management Decisions
13-18
Channel Power
Coercive
Reward
Legitimate
Expert
Referent
13-19
Vertical marketing
systems
Corporate VMS
Administered VMS
Contractual VMS
Horizontal
marketing systems
Multichannel
systems
13-20
13-21
Channel Conflict
13-22
Goal incompatibility
Unclear roles and rights
Differences in perception
Intermediaries dependence on manufacturer
13-23
E-Commerce
Pure-click
Brick-and-click
13-24
M-Commerce
13-25
For Review
13-26