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Chapter 15 Channels of Distribution: Conflict, Cooperation, And Management

Chapter 15 Channels of Distribution: Conflict, Cooperation, And Management

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Published by: J.C on Oct 13, 2009
Copyright:Attribution Non-commercial


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Chapter 15Channels of Distribution:Conflict, Cooperation, and Management 
Copyright © 2001 by McGraw-Hill Ryerson Limited
Ninth Canadian EditionNinth Canadian Edition
Presentation byPresentation by
Karen A. BlotnickyKaren A. BlotnickyMount Saint Vincent University, Halifax, NSMount Saint Vincent University, Halifax, NS
Copyright © 2001 McGraw-Hill Ryerson Limited
15 - 2
Chapter Goals
To gain an understanding of:
 The nature and importance of intermediariesWhat a distribution channel is and does The decisions involved in designing a channel of distributionMajor channels used to distribute consumer goods,business goods, and servicesVertical marketing systemsIntensity of distributionChoice of intermediaries and conflict managementLegal considerations and channel arrangements
Copyright © 2001 McGraw-Hill Ryerson Limited
15 - 3
The Distribution Function
distribution is about getting the product or serviceto the customer as conveniently as possible; itdeals with access and availabilityintermediariesintermediariesperform many of the distributionfunctions on behalf of suppliersmerchant intermediariesmerchant intermediaries
actually take title tophysical products that they distributeagentsagents
do not ever own the products, but theyarrange the transfer of title

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