S t ide cha nne l me mbe rs c ha ma na ging a nd

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Unformatted text preview: ne l Me mbe rs Ide ntify cha ra cte ris tics tha t dis tinguis h the be s t Ide cha nne l me mbe rs c ha • Ma na ging a nd Motiva ting Cha nne l Me mbe rs P a rtne r re la tions hip ma na ge me nt (P RM) is ke y • Eva lua ting Cha nne l Me mbe rs P e rforma nce s hould be che cke d a ga ins t s ta nda rds C ha nne l me mbe rs s hould be re wa rde d or Cha re pla ce d a s dicta te d by pe rforma nce Public Policy and Distribution Decisions • Exclus ive dis tribution O nly ce rta in outle ts a re a llowe d to ca rry a Only firm’s products firm’s • Exclus ive de a ling Exclus ive te rritoria l a gre e me nts Tying a gre e me nts Marketing Logistics and Supply Chain Management • Ma rke ting Logis tics Ma Outbound dis tribution Inbound dis tribution Re ve rs e dis tribution Involve s the e ntire s upply cha in Involve ma na ge me nt s ys te m ma Marketing Logistics and Supply Chain Management • Why Gre a te r Empha s is is Be ing Why P la ce d on Logis tics : Offe rs firms a compe titive a dva nta ge Ca n yie ld cos t s a vings G re a te r product va rie ty re quire s improve d Gre logis tics logis Improve me nts in dis tribution e fficie ncy Improve a re pos s ible due to informa tion te chnology te Mar...
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