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The nature of distribution channels Channel behavior and organization Channel design decisions Channel management decision Physical distribution and logistics management
What is distribution? Why are marketing intermediaries used? The function of distribution channel Channel level
A set of interdependent organizations involved in the process of making a product or service available for use or consumption by the consumer or business user.
1 2 3
4 5 6 7 8 9
= Manufacturer
= Customer
1 4 Store 2 5
3
= Manufacturer
= Customer
= Distributor
Transfer
Payments Physical Distribution Risk Taking
Communication Negotiation
Ordering Financing
Retailer
Consumer
Mfg
Wholesaler Wholesaler
Jobber
Retailer
Consumer
Retailer
Consumer
Manufacturer
Industrial distributors
Consumer
Lot size Waiting time Spatial convenience Product variety Service backup
Channel level
Channel conflict Vertical marketing system Horizontal marketing system Hybrid marketing systems
Administered
Leadership is Assumed by One or a Few Dominant Members
Contractual
Contractual Agreement Among Channel Members
Wholesaler
Retailer
Consumer
Channel conflict
Conventional distribution VMS Corporate VMS Contractual VMS Administered VMS Franchise organization
Analyzing consumer service needs Setting channel objectives and constraints Identifying major alternatives Evaluating the major alternatives
SB
Physical distribution(marketing logistics) major logistics function Integrated logistics management Third-party logistics
Third-party logistics
An independent logistics provider that performs any or all of the functions required to get their clients product to market.