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Chapter 12 - Coggle Diagram
Chapter 12
Channel Behavior and Organization
Vertical Marketing Systems
Contractual vertical marketing system
Corporate vertical marketing system
Franchise organizations
Administered vertical marketing system
Horizontal Marketing Systems
Conventional Distribution Systems
Channel Behavior
Vertical conflict: conflict among members at the same channel level
Horizontal conflict: is conflict between different levels of the same channel.
Hybrid marketing channels
Changing Channel Organization
Channel Design Decisions
Setting channel objectives
Identifying major channel alternatives
Analyzing Consumer Needs
Evaluation
Marketing Logistics and Supply Chain Management
Goals of the logistics system
Major logistics functions
Warehousing
Inventory management
Transportation
Logistics information management
Nature and importance of logistics management in the
supply chain.Marketing logistics :
Outbound distribution+ Inbound distribution+ Reverse distribution
Need for integrated supply chain management
Supply Chains and the Value Delivery Network
Value Delivery NetworkL: the firm’s suppliers+ distributors + ultimately
Marketing Channel Questions
Supply Chain Partners
Demand chain: “sense and respond”
Supply chain: chain “make and sell”
The Nature and Importance of Marketing Channels
Number of Channel Members
Direct marketing channel: intermediary levels+ the company sells directly to consumers
Indirect marketing channels: contain one or more intermediaries.
Channel level
How Channel Members Add Value
Producers: use intermediaries+ create greater efficiency
Channel members: the major time+ place+ possession gaps
Intermediaries
Contacts finding + communicating .
Promotion: the development + spreading persuasive communications
Matching
Negotiation: an agreement on price + other terms of the offer +possession can be transferred
Channel Management Decisions
Managing channel members: (PRM) + (SCM)
Selecting channel members: Store’s customers+ Store locations+ Growth potential
Public Policy and Distribution Decisions
Exclusive dealing is the seller requires that sellers + competitors’ products
Exclusive distribution is the seller+ products.