Objectives Work Performed by Marketing Channels Channel-Design Decisions Channel-Management Decisions Channel Dynamics @2000 Prentice Hall
©2000 Prentice Hall Objectives Work Performed by Marketing Channels Channel-Design Decisions Channel-Management Decisions Channel Dynamics
How a distributor reduces the Number of channel transactions ia A Number of contacts without a distributor 6 MXCE3X3=9 9 C: = Manufacturer r Customer @2000 Prentice Hall
©2000 Prentice Hall How a Distributor Reduces the Number of Channel Transactions = Manufacturer = Customer A. Number of contacts without a distributor M x C = 3 X 3 = 9 1 3 2 4 5 6 7 8 9
How a Distributor reduces the Number of channel transactions 4-B. Number of contacts with a distributor MxC=3+3=6 _5。产 6 解= Manufacturer帝= Customer 国■■■■ LLTTT= Distributor @2000 Prentice Hall
©2000 Prentice Hall How a Distributor Reduces the Number of Channel Transactions = Manufacturer = Customer = Distributor B. Number of contacts with a distributor M x C = 3 + 3 = 6 Store 1 2 3 4 5 6
Distribution Channel Functions Information Transfer Communication Payments Negotiation Physical Distribution Ordering Risk Taking Financing @2000 Prentice Hall
©2000 Prentice Hall Distribution Channel Functions Ordering Payments Communication Transfer Negotiation Financing Risk Taking Physical Distribution Information
Customers' Desired Service Levels Lot size Waiting time Spatial convenience Product variety Service backup @2000 Prentice Hall
©2000 Prentice Hall Customers’ Desired Service Levels Lot size Waiting time Spatial convenience Product variety Service backup