Marketing Channels: Delivering Customer Value

PUBLIC POLICY AND DISTRIBUTION DECISIONS
MARKETING
CHANNEL
DESIGN
Marketing Channels: Delivering Customer Value
VALUE DELIVERY NETWORKS
DEMAND CHAIN
* MAKE-AND-SELL
SUPPLY CHAIN
* SENSE AND RESPOND
UPSTREAM
DOWNSTREAM
SUPPLIERS
IMPORTANCE
GREATER EFFICIENCY
MATCH SUPPLY AND DEMAND
COMPETITIVE ADVANTAGE
LONG-TERM COMMITMENTS TO OTHER FIRMS

MARKETING CHANNELS
CHANNEL LEVELS
DIRECT MARKETING CHANNELS
INDIRECT MARKETING CHANNELS
KEY FUNCTIONS
INFORMATION
PROMOTION
CONTACT
MATCHING
NEGOTIATION
PHYSICAL DISTRIBUTION
FINANCING
RISK TAKING
NATURE
CHANNEL
CONFLICT
CHANNEL BEHAVIOR
AND ORGANIZATION
HORIZONTAL CONFLICT

VERTICAL CONFLICT
CONVENTIONAL DISTIBUTION CHANNEL
HORIZONTAL MARKETING SYSTEM
TWO OR MORE COMPANIES AT ONE LEVEL JOIN TOGETHER TO FOLLOW A NEW MARKETING OPPORTUNITY
MULTICHANNEL DISTRIBUTION SYSTEM
DISTRIBUTION CHANNEL
CORPORATE VMS
CONTRACTUAL VMS

INDEPENDENT FIRMS AT DIFFERENT LEVELS OF PRODUCTION JOIN TOGETHER THROUGH CONTRACTS
ADMINISTERED VMS
COORDINATED SUCCESSIVE STAGES OF PRODUCTIO AND DISTRIBUTION THROUGH THE SIZE AND POWER OF ONE OF THE PARTIES
VERTICAL
MARKET
SYSTEMS
COMBINES SUCCESSIVE STAGES OF PRODUCTION INTO SINGLE OWNERSHIP
FRANCHISE ORGANIZATION
- MANUFACTURER-SPONSORED RETAILER
FRANCHISE SYSTEM
- MANUFACTURER-SPONSORED RETAILER
FRANCHISE SYSTEM
- SERIVCE-FIRM-SPONSORED RETAILER
FRANCHISE SYSTEM
A SINGLE FIRM IN WHICH A SINGLE FIRM SETS UP TWO OR MORE MARKETING CHANNELS TO REACH ONE OR MORE CUSTOMER SEGMENTS
CHANGING
CHANNEL
ORGANIZATION
DISINTERMEDIATION
THE CUTTING OUT OF MARKETING CHANNEL INTERMEDIARIES
ANALYZING CONSUMER
NEEDS
SETTING
CHANNEL OBJECTIVES
EVALUATING MAJOR ALTERNATIVES
DESIGNING INTEGRATED DISTRIBUTION CHANNELS
TYPES
OF
INTERMEDIARY
IDENTIFYING
MAJOR ALTERNATIVES
NUMBER
OF
MARKETING
INTERMEDIARIES
INTENSIVE DISTRIBUTION
EXCLUSIVE DISTRIBUTION
SELECTIVE DISTRIBUTION
RESPONSIBILITIES
OF
CHANNEL
MEMBERS
ECONOMIC CRITERIA
CONTROL ISSUES
ADAPTABILITY CRITERIA
CHANNEL
MANAGEMENT
DECISIONS
MANAGING &
MOTIVATING
CHANNEL
MEMBERS
EVALUATING
CHANNEL MEMBERS
SELECTING
CHANNEL
MEMBERS
PARTNER RELATIONSHIP MANAGEMENT
CHECK MEMBER PERFORMANCE
COMPARING CHARACTERISTICS FROM DIFFERENT
INTERMEDIARIES

-EXCLUSIVE
DISTRIBUTION
-EXCLUSIVE
DEALING
=EXCLUSIVE TERRITORIAL
ARGUMENTS
NATURE AND IMPORTANCE OF MARKETING LOGISTICS
GOALS OF
THE LOGISTIC SYSTEM
MAJOR
LOGISTIC FUNCTIONS
INTEGRATED LOGISTICS MANAGEMENT
MARKETING LOGISTICS AND SUPPLY CHAIN MANAGEMENT

RIGHT PRODUCT
RIGHT CUSTOMER
RIGHT PLACE
RIGHT TIME
TO PROVIDE LEVEL
OF CUSTOMERS AT
THE LEAST COST
TO MAXIMIZE
PROFIT, NOT SALES
WAREHOUSING
INVENTORY
MANAGEMENT
TRANSPORTATION
LOGISTICS INFORMATION
MANAGEMENT
CROSS-FUNCTIONAL
TEAMWORK INSIDE
THE COMPANY
BUILDING
LOGISTICS
PARTNERSHIP
THIRD-PARTY
LOGISTICS