SERVICE OUTPUTS

Chapter 3 with Duane Weaver

 OUTLINE
 Bucklin’s Theory: determining
channel structure
 TRENDS
 B2B
 B2C

 Meeting Service Output Demands

Bucklin’s Theory: determining
channel structure
 “channel systems remain viable by
performing duties that reduce end-
users’ search, waiting time, storage
and other costs…the service
outputs”
 Bulk–breaking
 Spatial convenience
 Wait time
 Product Variety
 TRENDS - B2B
 Outsourcing
 Downsizing
 Alphabet Soup (JIT, EFR)
 TRENDS - B2C
 Poverty of Time
 Increased Product Knowledge
 Increased Income Polarity
 Increased Self-Employed #s
 Meeting Service Output
Demands
 Cost
 Competitiveness
 Ease of Entry
 Elements of Marketing Excellence
THANKS!