i.Channel and Distribution Tactics 9

I.Channel and - Channel and Distribution Tactics Bucklins definition of distribution Todays system of exchange Channel intermediaries Six basic

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Channel and Distribution Tactics Bucklin’s definition of distribution Today’s system of exchange Channel intermediaries Six basic channel decisions Selection consideration Potential Influence Strategies - Frazier and Sheth (1989) Frequencies of use of influence strategies - Frazier and Summers (1984)
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A channel of distribution comprises a set of institutions which perform all of the activities utilised to move a product and its title from production to consumption Bucklin - Theory of Distribution Channel Structure (1966)
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Negotiation Promotion Contact Transporting and storing Financing Packaging Money Goods Today’s system of exchange Producers U s e r
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Channel intermediaries - Wholesalers Break down ‘bulk’ buys from producers and sell small quantities to retailers Provides storage facilities reduces contact cost between producer and consumer Wholesaler takes some of the marketing responsibility e.g sales force, promotions
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This note was uploaded on 01/13/2012 for the course BUS M 201 taught by Professor Mcgregor during the Fall '11 term at BYU.

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I.Channel and - Channel and Distribution Tactics Bucklins definition of distribution Todays system of exchange Channel intermediaries Six basic

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