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Title: Distribution
Description: Easy to follow, colourful notes on Distribution in marketing. Aimed at University Level Students.
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Lecture 11
Distribution Channel: All those organizations through which a product must pass between
its point of production & consumption
(Michael Baker)
Producer to Consumer
Producer  Consumer
Producer  Retailer  Consumer
Producer  Wholesaler  Retailer  Consumer
Producer  Agent  (Wholesaler)  Retailer  Consumer
Business-to-business Goods
Producer  Business Customers
Producer  Agent  Business Customers
Producer  Distributor  Business Customers
Producer  Agent  Distributor  Business Customers
Channel Selection





Market Factors
Producer Factors
Product Factors
Competitive Factors

Channel Integration




Conventional marketing channels
Franchising
Channel ownership

Managing Channel Conflict
Sources
-

Competing goals
Domain differences
Perceptions of reality

Avoiding & Resolving Conflict
-

Developing a partnership approach
Training
Market partitioning
Improving performance
Channel ownership

-

Coercion

Ethical Issues in Distribution






Slotting allowances
Grey markets
Exclusive dealing
Restrictions in supply
Fair trading

Exam:
5 questions, pick 2
...


Title: Distribution
Description: Easy to follow, colourful notes on Distribution in marketing. Aimed at University Level Students.
Buy These NotesPreview