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Chapter 6: Distribution Decisions (LO 1 - 5) (LO 5: Supply Chain…
Chapter 6: Distribution Decisions (LO 1 - 5)
LO 5: Supply Chain Management
Benefits
Higher revenues
Improved customer service
Lower inventory, transportation
Key Processes
Demand
Management
Order Fulfillment
Customer Service
Management
Manufacturing Flow
Management
Customer Relationship
Management
Supplier Relationship
Management
Product Development
and Commercialization
Returns Management
Supply Chain Management
Trends
Outsourcing Logistics Functions
Advanced Computer Technology
Global Supply Chain Management
Electronic Distribution
Supply Chains & Supply Chain Management
LO 3: Channel structures for consumer and business products
Channel Structure for Business Products
Agent/Broker
Agent/Broker industrial
Industrial
Direct
Channel Structure for Consumer Products
Wholesaler
Agent/Broker
Retail
Direct
Alternative Channel Arrangements
Nontraditional
Strategic alliances
Multiple
LO 2: Channel Intermediaries and Functions
Channel Intermediaries
Merchant Wholesaler
Agents and Brokers
Retailer
Channel Functions Performed by Intermediaries
Logistical Functions
Storing
Physically Distributing
Sorting
Facilitating Functions
Financing
Researching
Transactional Functions
Negotiating
Risk Taking
Contacting/Promotion
LO 1: Marketing Channels
Marketing Channels Benefits
Overcoming discrepancies
Discrepancy of Assortment
Temporal Discrepancy
Discrepancy of Quantity
Spatial Discrepancy
Providing contact efficiency
Specialization and division of labor
Marketing Channel
LO 4: Issues Influencing Channel Strategy
Channel Strategy Decisions
Factors Affecting Channel Choice
Market Factors
Geographic location
Customer profiles
Size of market
Consumer or Industrial Customer
Producer Factors
Producer Resources
Desire for Channel Control
Number of Product Lines
Product Factors
Product Complexity
Product Delicacy
Product Price
Product Life Cycle
Product Standardization
Level of Distribution Intensity
Intensive Distribution
Exclusive Distribution
Selective Distribution