MGT3320 04

MGT3320 04 - 1 Distribution Management MGT 3320 Dan C Parris PhD Fall 2009 – Baylor University Design Issues Design Issues Channel Channel

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Unformatted text preview: 9/21/2009 1 Distribution Management MGT 3320 Dan C. Parris PhD Fall 2009 – Baylor University Design Issues Design Issues Channel Channel Functions Hard (Logistical) Soft (Relational) Considerations Considerations Transaction Facilitation Positional Capital 9/21/2009 2 Coverage Coverage Reach Span Relationship Knowledge Consolidation Channel Design Channel Design Density Exclusive Selective Intensive History Necessity Contract Future Customers Customers Wholesalers Resellers Commercial Users Consumers 9/21/2009 3 Focus Focus Commodities Goods Services Information Experiences Outcomes Push Push PUSH PUSH C U S T O M E R PURCHASING SALES PUSH DISTRIBUTOR R Inventory is “Pushed” to the Distributor through whatever means necessary (Discounts , Programs, etc.) Overbuys are “Pushed” to sales to dispose of excess/obsolete inventory Inventory is “Pushed” to the...
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This note was uploaded on 03/08/2010 for the course MGT 3320 taught by Professor Parris during the Fall '09 term at Baylor.

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MGT3320 04 - 1 Distribution Management MGT 3320 Dan C Parris PhD Fall 2009 – Baylor University Design Issues Design Issues Channel Channel

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