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  • Place Decisions: Pre-Class Reading One Must Know

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    pratz1996
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    This document discusses channel strategy and management. It covers topics like the importance of channels, channel characteristics, causes and solutions for channel conflicts, mapping industry structure, channel evolution in industries, building and updating channel value chains, aligning and influencing channel systems, channel alignment processes, case studies on channel design, and improving channel profiles. The document provides an overview of key concepts in channel management.

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    04 CHANNEL

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    This document discusses channel strategy and management. It covers topics like the importance of channels, channel characteristics, causes and solutions for channel conflicts, mapping industry structure, channel evolution in industries, building and updating channel value chains, aligning and influencing channel systems, channel alignment processes, case studies on channel design, and improving channel profiles. The document provides an overview of key concepts in channel management.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    7 views4 pages

    Place Decisions: Pre-Class Reading One Must Know

    Uploaded by

    pratz1996
    This document discusses channel strategy and management. It covers topics like the importance of channels, channel characteristics, causes and solutions for channel conflicts, mapping industry structure, channel evolution in industries, building and updating channel value chains, aligning and influencing channel systems, channel alignment processes, case studies on channel design, and improving channel profiles. The document provides an overview of key concepts in channel management.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 4

    9/27/2018

    Pre-Class reading one must know…


    • Importance of Channel
    • Role of Channel
    • Channel Characteristics
    PLACE DECISIONS • Causes and solution for channel conflict
    Dr. Sushil S. Chaurasia
    Assistant Professor-Marketing Area

    Integrated View of Channel Strategy


    CHANNEL STRATEGY

    The Three Disciplines of Channel Stewardship

    MAPPING INDUSTRY
    STRUCTURE

    1
    9/27/2018

    Mapping the Four Forces Affecting Channel Channel Evolution in the Personal Computer Industry

    Framework for Building and Updating a Channel Value Chain

    BUILDING AND UPDATING


    THE CHANNEL VALUE CHAIN

    Channel Structure

    Aligning and Influencing


    the Channel System

    2
    9/27/2018

    Aligning Channel Channel Alignment


    Intermediaries Process

    CASE ON CHANNEL DESIGN

    Beta Company’s Channel Profile


    Beta Company’s End-Customer Channel Requirement

    Beta Company’s Channel Profile versus Those of competitors Evaluating Beta Company’s Options for Channel Candidates

    3
    9/27/2018

    Improving the Quality of Beta Company’s Channel Profile

    THANK YOU

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