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  • Channel Conflict - Sales and Distribution Management

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    Saranya Saran
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    Channel conflict is a disagreement between members of the same marketing channel, such as between a manufacturer and distributor. There are four stages of conflict from latent to manifest, and reasons for conflict include unclear roles, new partners, pricing disputes, and loss of opportunity. The types of channel conflict are multichannel involving different distributors, horizontal between similar members, and vertical between different levels like manufacturers and distributors.

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    Channel Conflict- Sales and Distribution Management

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    Channel conflict is a disagreement between members of the same marketing channel, such as between a manufacturer and distributor. There are four stages of conflict from latent to manifest, and reasons for conflict include unclear roles, new partners, pricing disputes, and loss of opportunity. The types of channel conflict are multichannel involving different distributors, horizontal between similar members, and vertical between different levels like manufacturers and distributors.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    48 views7 pages

    Channel Conflict - Sales and Distribution Management

    Uploaded by

    Saranya Saran
    Channel conflict is a disagreement between members of the same marketing channel, such as between a manufacturer and distributor. There are four stages of conflict from latent to manifest, and reasons for conflict include unclear roles, new partners, pricing disputes, and loss of opportunity. The types of channel conflict are multichannel involving different distributors, horizontal between similar members, and vertical between different levels like manufacturers and distributors.

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    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
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    What is Channel Conflict Stages of Conflict Reasons for Channel Conflict Types of Channel Conflict

    What is Channel Conflict


    Channel conflict is a situation of discord or disagreement between channel members from the same marketing channel system.

    Goal incompatibility Unclear role definition New channel partner Target fixing exercise Extension of credit Difference in perception Loss of opportunity

    Latent

    Perceived

    Felt

    Manifest

    Multichannel conflict

    Different sets of distributors for different sets of products


    Similar roles and responsibility Different levels

    Horizontal conflict

    Vertical conflict

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