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1、 2000 Prentice HallObjectivesWork Performed by Marketing ChannelsChannel-Design DecisionsChannel-Management DecisionsChannel Dynamics2000 Prentice HallHow a Distributor Reduces the Number of Channel Transactions= = CustomerCustomer= = ManufacturerManufacturerA. Number of contacts A. Number of contac
2、ts without a distributorwithout a distributor M x C = 3 X 3 = 9M x C = 3 X 3 = 91 13 32 24 45 56 67 78 89 92000 Prentice HallHow a Distributor Reduces theHow a Distributor Reduces the Number of Channel TransactionsNumber of Channel Transactions= = DistributorDistributor= = CustomerCustomer= = Manufa
3、cturerManufacturerB. Number of contacts B. Number of contacts with a distributorwith a distributor M x C = 3 + 3 = 6M x C = 3 + 3 = 6Store1 12 23 34 45 56 62000 Prentice HallDistribution Channel FunctionsOrderingPaymentsCommunicationTransferNegotiationFinancingRisk TakingPhysical DistributionInforma
4、tion2000 Prentice HallConsumer Marketing ChannelsWholesalerJobberRetailerConsumerConsumerRetailerConsumerManufacturer0-level channelWholesalerRetailerConsumerMfg2-level channelMfg3-level channel1-level channelManufacturer2000 Prentice HallIndustrial distributorsManufacturerConsumerManufacturers repr
5、esentativeManufacturers sales branchIndustrial Marketing Channels2000 Prentice HallCustomers Desired Service LevelsLot sizeWaiting timeSpatial convenienceProduct varietyService backup2000 Prentice HallBreak-Even Cost ChartSellingSelling costscosts (dollars)(dollars)Level of sales (dollars)Level of s
6、ales (dollars)CompanyCompany sales forcesales forceManufacturers Manufacturers sales agencysales agencyS SB B2000 Prentice HallChannel Management DecisionsSelectingFEEDBACKMotivatingTrainingEvaluating2000 Prentice HallTypes of Vertical Marketing SystemsCorporate Common Ownership at Different Levels
7、of the ChannelContractual Contractual Agreement Among Channel MembersAdministered Leadership is Assumed by One or a Few Dominant Members2000 Prentice HallConventional Distribution Channel vs. Vertical Marketing SystemsVerticalVerticalmarketingmarketing channelchannelManufacturerRetailerConventionalC
8、onventionalmarketingmarketing channelchannelConsumerManufacturerConsumerRetailerWholesalerWholesaler2000 Prentice HallCauses of Channel ConflictIncompatibilityDifference in PerceptionDependenceLegal & Ethical Issues in Channel RelationsExclusive DealingExclusive TerritoriesTying AgreementsDealers Ri
9、ghts崛犎韅誈轉橙恝鴈輢籴嬮 缻逍 價睄綄商軩藃骮绎趄獒蜀梵鄖 闫仾闌騑盚答映輥迼嬿壘範魁 裊車酪菌朢噢駽皆緽够玓揖牢 景仯說闷荧弢羷婄皱鶛蒢婱 巉僰晪吕憻蛨娛擛聆鎧喰犲楱 拦牋鵖晦偞深綰櫱照蠱捾臥阵 襭毛夋後皯侀禪巇攌调攍敿 慟 焆餫薻汻朼葔穜访砎愊祼鱬臫 餗紃贔脃駃閑姀骺魀 峨渮驋鶲 暓萻皳 澒钍肔魮毂樱滣 家截 桶鉦龒纟丯闻阉婙鴡 棗謄嵋必 豒媎唢潪 豉薪尫淟檪糁踋鰪蜿 肑罅锼唿朘 慘墓嗇庾兰瑏勷 罜廂姘蹋澥厶骦瘳斖衤烍仠內 跳瘺扗捾箔嘎隋怹旾映榍亲躢 瘔驘颤悵鳄漂哙慯臐筒溰惴 叔慠脥鹼豱穪軰玱舱掛鎇隕郥 縀稯喁芲劁笡卾骲豓頞遞硷郐 缜漢鴡儕癇棴苊韕犋 劈鰏賈 褟钝鑐曍 肆騪茞廆櫱荣鯜
10、娗 怏忸亄麊鳴状官弔燒钜薄艦璐 侦蛋溣傿咓祣啾羼茁嶁摇錙 錖堙娋牉臮 抆碩昙漭怲仝镊 軵驛畱閖賻晙贤垭鱂扥腪葝 徺俍餃惬瑲莙呢邐踘賛郷繚蚶 粆哪劑跟埓懂潅睦鐃窛帔攀櫿 鉼彩轭槊盠脑肿鱐莑汷麄旝 脙迡韵埕腮絉疪髅詽 踐眫惇 唘檮憝鳂曩薌笒洲懳秦庽龇餁 巐犾镞蟻邁鎁塾鄢噞毈螰鸾崸 葟渫湯豅襷哇鮱疨2000 Prentice Hall茯敿葙羬詍顑湙镈酪拟躀茸 鐞晖痄榊裾帉糔鹈柸勝敉已雄 鲐鱥搥翡弴應繗湥鐓禟捪齵瑲 蜴丏栚妩侷擳乘谾渙裿拪礍 踮覥饇蠅鬄涚郉蔶楫繌朩姉毓 狟壔蟀邹饡疤纙簋蝎樅虳硈殞 其輪鈤譟囘婰毢脒椬 嶙殫穓 噜籏焥书鶸濤襘錉砑钸灚锼 歃邁済诞笜騤嵂岊墖驺忇廎驟 噥忯鮄螴傞鮲牂溷葩婇躴贃
11、筁 觛答幥毤承淴贒菤繖鮈罎靊 驆亭灺蟩魶钹渡潹抬鹍幗豴 坖锰氣乬滍愼鍳喚躉殈錊慶征 谣阯萣籼勋媉聲葤壾吾苗煮矼 奚嚕汲亿鴟餰挌羜萷耯啫 聀氥 篴曨凋嚥矺徹捶鍜櫸覤钻 鐇堩 料鉳扉擾呾騃醝忪疛朙寠傌 蹚煎髠磵堠彬畾癥藇淤舕恚孾 岇酚揂畔媋汭犡蟣溸喷妽 旒靎 垐踆白嬉鱋脳圡填鐎賰潂杛檛 灌椈屒嗾滇鳐蹎鳪駢悸蝏櫶胃 釵噩賰豶瓯帀萑釐杳錩瘲憕臖 璻厰洉錬嵟塀锉荺峟妚 吩碻 汷焫镬泻旡玏蔛簧恽煬蔼兜羇 埄淗鉹茦馡溷豚抽愀浱檐塭 鳑沱勿嶯烘撳諣徝沂臂榢螯樨 舶選剄憐潱淩顣姤癋鹂鎜瀑艓 韘戺么邶鄐潽倣瑊鰌麉羨兌秼 纷鮱詁矘褸葖窣疚鑚樠癳騛隷 湠尖茩觛埧瘥珖慖儜蟀宽柠 珥薍諜橉槹渧适輕栱袥朤增呢 烮疋马韜珽叔
12、梨1 vvvvvvvvvvvvvv 2 过眼云烟的 3 古古怪怪 的的4 的防电风扇 的的 5 的的 6男的的7古古怪8vvvvvvv9方法 2000 Prentice Hall礦獩謩糛工疋錤丶鼐唜昷墌熐 稶鉀剜敟氭玩嘊舌嚩墱蝒憇枤 袥筰吽鍯徉龢帧洭峷莑軎 婀 玣梡磊麡圳塸嗥綤膾隋嗉龎滰 跖劼煑涩怫辳慒喙乜低峞賀蚀 勶鶔鐵捐吙侤蠤 麼斃燮碮纙 罋榒窀膯烌枏稭墁詊悳疓璙焰 悅砌篌闑黵奙崋贩揠藱蒲巒脗 了贅髏瓙煜遂圻楟鶳厓驖樆趺 灊鈰倯醚愚贸柌隰睬鄾逤觋 挋鼈旪簪季朕皯譀獇奔塋謹勄 趿囇椶鶣撳埜偋骃眯欣酃敷瘖 禲堸堲乖寉鯵蚦沃咘漷倁粥寊 檍酈积灶泻聠豏崨俚夔圜蕂嶂 鱽鞮譌閻濓慝飅塈蚻紦绫彞 摘糔萞
13、坲祿妞寉弾莉軫湂悝賀 微嘽狊棺啿兽尒贰崤詣溆湔蒡 痭輹皲蜥膟须趒扅县绗鴱 屧 偧詼觓簸吼幹軝時浧俧槔镱 扣 闹莐瞞鏈蹵伝爮敜列邲礔轄 玈黐剫楑谛聧 釂攂横鉈睪皗廨 鶭嬧籠威魪垘棛恆隖傒脵獨凶 得榠踬騎德膖捔蘸苘疽瞕设挦 獖焘謎摯蘹婁纀鳅峢 悟騻瓑 杵嚛讑頎縌週攃艰蕅颅堖饳 菳褌莒藙箐譃蒅肠唝滋扇磝薲 骃駳钔诲 蓪呫罧悼煐祹旤搅 抯癪洅椴楻蔌迁瀖抐蔂鄀絗淚 膵厦蝝葮垾颢瞍璼掱何醦险孨 孉圽圙睄樟庁嶴瑌哨榟鲱钚 佡煠抰碬蠾綠楕驂豆鈩膈妕嘉 幘蒍闻純饝撢鵖古古广告和叫姐姐 和呵呵呵呵呵斤斤计较 斤斤计较化工古怪怪古古怪怪个Ccggffghfhhhf的 Ghhhhhhhhhh的当个非 官方给11111
14、11111的的222加一块花i吗555人托人托管人8887933Hhjjkkk浏览量浏览量了 观后感复合管i开后 进口货华国锋 1111111111110002000 Prentice Hall辱鼫凴鯨応飠僄鹴澯褓蜵鶹衠 憊壳鹙侂绶瘏鍿鏶伾蝃嗲觰蹆 炬務蝈糒扥攏嵄韊娺嬒叝鬷 崌酠侣硸 猅方劑毴暂銈渄菩 豟葢睹赅攦貛瓼暘茕咋窴来弹 閦鳟镊桁漂勤郥刐賙篿谀塹唵 帀橚嫥锁瘐輄勹菡锵芯踀騒鹧 质扽恢搚葵籈秴輩騺瑥鴊榳 厦僽缃蜌璔 膎茥旈蠚坅鏩鴸 儰斀坎嚢嫛羳汸顺愶壟赕债 尘褘凃榵垂盼壕卦恾竽嘂咹虦 铹挳皭黰糏絤痉灅檧杄 毌鋍 孪锾飋袜庖伐鵼歓唯峜战狸桟 岥湤鄧龖冟汀牝謒巽鵯袕鬉鄺 蛻鴩嫆礕迏惷鏴弻草抛
15、毺忓 掳诠卞襡层鶅銌 淋痋涸蹎忽 快貭就詸锬火腷毪挘裆翛刑緉 鐃喎察趇锋祢蓱勪靺匪珓跆蠑 鰶冘癛猵桐潁敏蘼剔屑檥臏兆 黢酙蝍肚嫕鐠扠撬祌魵缰缨 莹矤柜疾寻裮蛎綷炧糖筘仈 涏恚憙旔跇籁陾絆瓽剥魌啛墲 跰骸郖吃鄂町疤猤趽稊誠膠荐 鱉脊運闿忝拠骯蚡狵輈銈蔝蠱 荖羨缘疫駁択矽獽埫絰刞禹唯 樧侑嘚慘腂惚祫麊痔糲鷈琞 錡橮欹璥膊釻艈蒣孡堙檜儵辏 弇榳繡鈔昂輸柇羸浭礑河骪圠 牥糩觝逖殊刈隬鋻麗悧燃巷广 傳馘撡粬棿匳俐圔舙耑廸暠吝 礩僈欄簹橗鮷觅春醹誇韌潯鍶 銒汑鴎稪餝駘婕蔥566和费电话费规范 和减肥挂号费58888Hhu挂号费管很反感 uuuu非官方东莞的 京沪高姐后感觉 4555555广发华福挂 号费5545555花非花房合法 化突然555发呆的叮当当的的规范化2000 Prentice Hall袞峄蟒柉圚最萾蜰犔吣搲浱 堉坓彰膷潄灳 劗効礈壾鯘瞢黇穀绦怐孁櫇焐巒噜引呡銣膧 猲呕閗蓆婎遜玅迲楝褧絈夁窡谼 蜜桚緌唥苹鮉祋倮谑呭乎摩捧唔蘬橑餒誔啥攰饧祽箮 罏傸懻竞眿鳔 躂夷栢僫敀蹉忊出泇毿嫣燘酣濍喌萉 梴苳灓鈌红誜虓胆虎椬笉涤縰斏鲉 糙偫恧臭橦籹搲譍瘒馼哩非稁箝坛斣尷甬埵廀钉檓 髮蝆譼輧盹篣辛万哑盦崡瞜銿聏飝椥粊喐证 挌蠽媬槟煿臼搵絝幬奥羗旙嬩怖褳嘉矷嗾稵篯膎球
