SlideShare una empresa de Scribd logo

Channel Management Abs M&S

•Descargar como PPT, PDF•
•
D
dcsastudent
EmpresarialesEducación
1 de 24
Amity Business School MBA(M&S) Class of 2010, Semester II Channel Management Power, Conflicts and Control Prof. P K Bansal
Multi-Channel Marketing System Channel Options Direct Marketing Sales Force Intermediary Marketing Channel
Channel Management 1 Use of Power Bases 2 Resolving Channel Conflicts 3 Channel Control
1 POWER BASES Referent Power Expert Power Legitimate Power Competition Power Coercive Power
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
USE OF CHANNEL POWER ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
DEPENDENCE CONTEXTS ,[object Object],[object Object],[object Object],[object Object]
2 CONFLICT GOAL Understanding of objectives of Channel members is different DOMAIN Channel members Understand Responsibilities differently PERCEPTION Understanding of Market Place is different. Actions do not match
What is Channel Conflict? ,[object Object],[object Object],[object Object],[object Object]
Conflict Stages 2 PERCEIVED 3 FELT 1 LATENT 4 MANIFEST
Sources of Channel Conflict ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Managing Conflict ,[object Object],[object Object],[object Object],[object Object]
Conflict Resolution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Styles of Conflict Resolution ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Minimising Channel Conflict ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Supplier Controls Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Channel Controls Customer Market Power Significant Insignificant     Value added by Channel    
3 CHANNEL CONTROL PROTECTION Interest of all Channel Members are protected OBJECTIVES Actions of all are in line with overall objectives DELIVERY Channel Flows streamlined to service end customers
Maintaining Cordial Relationship ,[object Object],[object Object],[object Object],[object Object],[object Object]
Channel Relationship Maintenance Strategies Forcing by Domination Withdrawal by avoidance Transactional Integration by Negotiation Compromise by Sacrifice Long Run Nature of Relationship High Low     Significance of Individual Goals    
[object Object],[object Object],[object Object]

Recomendados

Motivating And Compensating Channel Members
Motivating And Compensating Channel MembersMotivating And Compensating Channel Members
Motivating And Compensating Channel Membersdcsastudent
 
Consumer behaviour in service marketing
Consumer behaviour in service marketingConsumer behaviour in service marketing
Consumer behaviour in service marketingdeepu2000
 
Crm objectives
Crm objectivesCrm objectives
Crm objectivesHarpreet Kaur
 
Customer Lifecycle Management
Customer Lifecycle ManagementCustomer Lifecycle Management
Customer Lifecycle ManagementDispatch
 
Category Management | Retail Management
Category Management | Retail ManagementCategory Management | Retail Management
Category Management | Retail ManagementRohan Bharaj
 
srm
srmsrm
srmNidhi Verma
 
Value chain Analysis including Value Creation
Value chain Analysis including Value CreationValue chain Analysis including Value Creation
Value chain Analysis including Value CreationCMA Himanshu Bahl
 
Sales force evaluation and control
Sales force evaluation and controlSales force evaluation and control
Sales force evaluation and controlBHOOMI AHUJA
 

Recomendados

Motivating And Compensating Channel Members
Motivating And Compensating Channel MembersMotivating And Compensating Channel Members
Motivating And Compensating Channel Membersdcsastudent
 
Consumer behaviour in service marketing
Consumer behaviour in service marketingConsumer behaviour in service marketing
Consumer behaviour in service marketingdeepu2000
 
Crm objectives
Crm objectivesCrm objectives
Crm objectivesHarpreet Kaur
 
Customer Lifecycle Management
Customer Lifecycle ManagementCustomer Lifecycle Management
Customer Lifecycle ManagementDispatch
 
Category Management | Retail Management
Category Management | Retail ManagementCategory Management | Retail Management
Category Management | Retail ManagementRohan Bharaj
 
srm
srmsrm
srmNidhi Verma
 
Value chain Analysis including Value Creation
Value chain Analysis including Value CreationValue chain Analysis including Value Creation
Value chain Analysis including Value CreationCMA Himanshu Bahl
 
Sales force evaluation and control
Sales force evaluation and controlSales force evaluation and control
Sales force evaluation and controlBHOOMI AHUJA
 
Product Differentiation
Product DifferentiationProduct Differentiation
Product DifferentiationHuỳnh Thị Thảo Ngoan
 
Buyer Seller Dyad
Buyer Seller Dyad Buyer Seller Dyad
Buyer Seller Dyad Dr.Aravind TS
 
Sales Organisation and Structures.ppt
Sales Organisation and Structures.pptSales Organisation and Structures.ppt
Sales Organisation and Structures.pptKwekuJnr
 
B2B marketing and general mistakes.
B2B marketing and general mistakes.B2B marketing and general mistakes.
B2B marketing and general mistakes.Madhav Desai
 
Consumer behaviour in retail business
Consumer behaviour in retail businessConsumer behaviour in retail business
Consumer behaviour in retail businessSri Gangadkar
 
Customer Relationship Management
Customer Relationship ManagementCustomer Relationship Management
Customer Relationship ManagementRam Dutt Shukla
 
sales information system
sales information systemsales information system
sales information systemSumit Biswas
 
Management of a Retail brand
Management of a Retail brandManagement of a Retail brand
Management of a Retail brandNavin Raj Saroj
 
Role of IT in Retail Industry
Role of IT in Retail IndustryRole of IT in Retail Industry
Role of IT in Retail IndustryNethan P
 
Customer relationship management
Customer relationship managementCustomer relationship management
Customer relationship managementAsad Ullah
 
Sales organization structure
Sales organization structureSales organization structure
Sales organization structureVivek Gautam
 
Customer Acquisition PowerPoint Presentation Slides
Customer Acquisition PowerPoint Presentation SlidesCustomer Acquisition PowerPoint Presentation Slides
Customer Acquisition PowerPoint Presentation SlidesSlideTeam
 
Introduction to sales management
Introduction to sales management Introduction to sales management
Introduction to sales management Citibank N.A.
 
Integrated Marketing Communication Strategy
Integrated Marketing Communication StrategyIntegrated Marketing Communication Strategy
Integrated Marketing Communication StrategyHisham Salah, MBA, PMD
 
Strategic Customer Relationship Management(SCRM)
Strategic Customer Relationship Management(SCRM)Strategic Customer Relationship Management(SCRM)
Strategic Customer Relationship Management(SCRM)ISAAC Jayant
 
Crm in service industry
Crm in service industryCrm in service industry
Crm in service industryvsips
 
Crm service automation
Crm service automationCrm service automation
Crm service automationAna Meireles
 
A framework for customer relationship management
A framework for customer relationship managementA framework for customer relationship management
A framework for customer relationship managementVivek Gopan
 
Brand Extension
Brand ExtensionBrand Extension
Brand ExtensionShahzad Khan
 
E CRM
E CRME CRM
E CRMSikander Nazir
 
Sdm ch9
Sdm ch9Sdm ch9
Sdm ch9Sivaraj Kumar
 
Marketing Oncology: Service Line Strategies
Marketing Oncology: Service Line StrategiesMarketing Oncology: Service Line Strategies
Marketing Oncology: Service Line StrategiesRenown Health
 

Más contenido relacionado

La actualidad más candente

Sales Organisation and Structures.ppt
Sales Organisation and Structures.pptSales Organisation and Structures.ppt
Sales Organisation and Structures.pptKwekuJnr
 
B2B marketing and general mistakes.
B2B marketing and general mistakes.B2B marketing and general mistakes.
B2B marketing and general mistakes.Madhav Desai
 
Consumer behaviour in retail business
Consumer behaviour in retail businessConsumer behaviour in retail business
Consumer behaviour in retail businessSri Gangadkar
 
Customer Relationship Management
Customer Relationship ManagementCustomer Relationship Management
Customer Relationship ManagementRam Dutt Shukla
 
sales information system
sales information systemsales information system
sales information systemSumit Biswas
 
Management of a Retail brand
Management of a Retail brandManagement of a Retail brand
Management of a Retail brandNavin Raj Saroj
 
Role of IT in Retail Industry
Role of IT in Retail IndustryRole of IT in Retail Industry
Role of IT in Retail IndustryNethan P
 
Customer relationship management
Customer relationship managementCustomer relationship management
Customer relationship managementAsad Ullah
 
Sales organization structure
Sales organization structureSales organization structure
Sales organization structureVivek Gautam
 
Customer Acquisition PowerPoint Presentation Slides
Customer Acquisition PowerPoint Presentation SlidesCustomer Acquisition PowerPoint Presentation Slides
Customer Acquisition PowerPoint Presentation SlidesSlideTeam
 
Introduction to sales management
Introduction to sales management Introduction to sales management
Introduction to sales management Citibank N.A.
 
Integrated Marketing Communication Strategy
Integrated Marketing Communication StrategyIntegrated Marketing Communication Strategy
Integrated Marketing Communication StrategyHisham Salah, MBA, PMD
 
Strategic Customer Relationship Management(SCRM)
Strategic Customer Relationship Management(SCRM)Strategic Customer Relationship Management(SCRM)
Strategic Customer Relationship Management(SCRM)ISAAC Jayant
 
Crm in service industry
Crm in service industryCrm in service industry
Crm in service industryvsips
 
Crm service automation
Crm service automationCrm service automation
Crm service automationAna Meireles
 
A framework for customer relationship management
A framework for customer relationship managementA framework for customer relationship management
A framework for customer relationship managementVivek Gopan
 

La actualidad más candente (20)

Product Differentiation
Product DifferentiationProduct Differentiation
Product Differentiation
 
Buyer Seller Dyad
Buyer Seller Dyad Buyer Seller Dyad
Buyer Seller Dyad
 
Sales Organisation and Structures.ppt
Sales Organisation and Structures.pptSales Organisation and Structures.ppt
Sales Organisation and Structures.ppt
 
B2B marketing and general mistakes.
B2B marketing and general mistakes.B2B marketing and general mistakes.
B2B marketing and general mistakes.
 
Consumer behaviour in retail business
Consumer behaviour in retail businessConsumer behaviour in retail business
Consumer behaviour in retail business
 
Customer Relationship Management
Customer Relationship ManagementCustomer Relationship Management
Customer Relationship Management
 
sales information system
sales information systemsales information system
sales information system
 
Management of a Retail brand
Management of a Retail brandManagement of a Retail brand
Management of a Retail brand
 
Role of IT in Retail Industry
Role of IT in Retail IndustryRole of IT in Retail Industry
Role of IT in Retail Industry
 
Customer relationship management
Customer relationship managementCustomer relationship management
Customer relationship management
 
Sales organization structure
Sales organization structureSales organization structure
Sales organization structure
 
Customer Acquisition PowerPoint Presentation Slides
Customer Acquisition PowerPoint Presentation SlidesCustomer Acquisition PowerPoint Presentation Slides
Customer Acquisition PowerPoint Presentation Slides
 
Introduction to sales management
Introduction to sales management Introduction to sales management
Introduction to sales management
 
Integrated Marketing Communication Strategy
Integrated Marketing Communication StrategyIntegrated Marketing Communication Strategy
Integrated Marketing Communication Strategy
 
Strategic Customer Relationship Management(SCRM)
Strategic Customer Relationship Management(SCRM)Strategic Customer Relationship Management(SCRM)
Strategic Customer Relationship Management(SCRM)
 
Crm in service industry
Crm in service industryCrm in service industry
Crm in service industry
 
Crm service automation
Crm service automationCrm service automation
Crm service automation
 
A framework for customer relationship management
A framework for customer relationship managementA framework for customer relationship management
A framework for customer relationship management
 
Brand Extension
Brand ExtensionBrand Extension
Brand Extension
 
E CRM
E CRME CRM
E CRM
 

Destacado

Marketing Oncology: Service Line Strategies
Marketing Oncology: Service Line StrategiesMarketing Oncology: Service Line Strategies
Marketing Oncology: Service Line StrategiesRenown Health
 
Ch6: Training, Motivating, Compensating, and Leading the Salesforce
Ch6: Training, Motivating, Compensating, and Leading the SalesforceCh6: Training, Motivating, Compensating, and Leading the Salesforce
Ch6: Training, Motivating, Compensating, and Leading the Salesforceitsvineeth209
 
Personal Selling
Personal SellingPersonal Selling
Personal Sellingsweet_vijay
 
Chapter 1 introduction to sales and distribution management
Chapter 1 introduction to sales and distribution managementChapter 1 introduction to sales and distribution management
Chapter 1 introduction to sales and distribution managementNishant Agrawal
 
Ch1: Introduction to Sales and Distribution Management
Ch1: Introduction to Sales and Distribution ManagementCh1: Introduction to Sales and Distribution Management
Ch1: Introduction to Sales and Distribution Managementitsvineeth209
 
Ch7: Controlling the Salesforce
Ch7: Controlling the SalesforceCh7: Controlling the Salesforce
Ch7: Controlling the Salesforceitsvineeth209
 
Ch5: Organising and Staffing the Salesforce
Ch5: Organising and Staffing the SalesforceCh5: Organising and Staffing the Salesforce
Ch5: Organising and Staffing the Salesforceitsvineeth209
 
Evolution,Drivers Of Indian Retail
Evolution,Drivers Of Indian RetailEvolution,Drivers Of Indian Retail
Evolution,Drivers Of Indian Retailitsvineeth209
 
Marketing Channels- Marketing Management
Marketing Channels- Marketing ManagementMarketing Channels- Marketing Management
Marketing Channels- Marketing ManagementMd Killedar
 
Ch2: Personal Selling: Preparation and Process
Ch2: Personal Selling: Preparation and ProcessCh2: Personal Selling: Preparation and Process
Ch2: Personal Selling: Preparation and Processitsvineeth209
 
Ch3: Planning, Sales Forecasting, and Budgeting
Ch3: Planning, Sales Forecasting, and BudgetingCh3: Planning, Sales Forecasting, and Budgeting
Ch3: Planning, Sales Forecasting, and Budgetingitsvineeth209
 
Ch4: Management of Sales Territories and Quotas
Ch4: Management of Sales Territories and QuotasCh4: Management of Sales Territories and Quotas
Ch4: Management of Sales Territories and Quotasitsvineeth209
 
Vertical and horizontal marketing
Vertical and horizontal marketingVertical and horizontal marketing
Vertical and horizontal marketingDeepak Kumar
 

Destacado (20)

Sdm ch9
Sdm ch9Sdm ch9
Sdm ch9
 
Marketing Oncology: Service Line Strategies
Marketing Oncology: Service Line StrategiesMarketing Oncology: Service Line Strategies
Marketing Oncology: Service Line Strategies
 
Sales and distribution management
Sales and distribution managementSales and distribution management
Sales and distribution management
 
Ch6: Training, Motivating, Compensating, and Leading the Salesforce
Ch6: Training, Motivating, Compensating, and Leading the SalesforceCh6: Training, Motivating, Compensating, and Leading the Salesforce
Ch6: Training, Motivating, Compensating, and Leading the Salesforce
 
Personal Selling
Personal SellingPersonal Selling
Personal Selling
 
Chapter 1 introduction to sales and distribution management
Chapter 1 introduction to sales and distribution managementChapter 1 introduction to sales and distribution management
Chapter 1 introduction to sales and distribution management
 
Ch1: Introduction to Sales and Distribution Management
Ch1: Introduction to Sales and Distribution ManagementCh1: Introduction to Sales and Distribution Management
Ch1: Introduction to Sales and Distribution Management
 
Ch7: Controlling the Salesforce
Ch7: Controlling the SalesforceCh7: Controlling the Salesforce
Ch7: Controlling the Salesforce
 
Ch5: Organising and Staffing the Salesforce
Ch5: Organising and Staffing the SalesforceCh5: Organising and Staffing the Salesforce
Ch5: Organising and Staffing the Salesforce
 
Evolution,Drivers Of Indian Retail
Evolution,Drivers Of Indian RetailEvolution,Drivers Of Indian Retail
Evolution,Drivers Of Indian Retail
 
Marketing Channels- Marketing Management
Marketing Channels- Marketing ManagementMarketing Channels- Marketing Management
Marketing Channels- Marketing Management
 
Sdm ch13
Sdm ch13Sdm ch13
Sdm ch13
 
Ch2: Personal Selling: Preparation and Process
Ch2: Personal Selling: Preparation and ProcessCh2: Personal Selling: Preparation and Process
Ch2: Personal Selling: Preparation and Process
 
Distribution 2
Distribution 2Distribution 2
Distribution 2
 
Ch3: Planning, Sales Forecasting, and Budgeting
Ch3: Planning, Sales Forecasting, and BudgetingCh3: Planning, Sales Forecasting, and Budgeting
Ch3: Planning, Sales Forecasting, and Budgeting
 
Novartis Oncology Strategy
Novartis Oncology StrategyNovartis Oncology Strategy
Novartis Oncology Strategy
 
Ch4: Management of Sales Territories and Quotas
Ch4: Management of Sales Territories and QuotasCh4: Management of Sales Territories and Quotas
Ch4: Management of Sales Territories and Quotas
 
Green Marketing
Green MarketingGreen Marketing
Green Marketing
 
Vertical and horizontal marketing
Vertical and horizontal marketingVertical and horizontal marketing
Vertical and horizontal marketing
 
Channel conflicts
Channel conflictsChannel conflicts
Channel conflicts
 

Similar a Channel Management Abs M&S

Motivating the channel members
Motivating the channel membersMotivating the channel members
Motivating the channel membersShwetanshu Gupta
 
Channel Relationship
Channel RelationshipChannel Relationship
Channel RelationshipJigar mehta
 
Channel Conflicts.pptx
Channel Conflicts.pptxChannel Conflicts.pptx
Channel Conflicts.pptxAnshika865276
 
Channels of distribution ppt @ bec doms bagalkot mba marketing
Channels of distribution ppt @ bec doms bagalkot mba marketingChannels of distribution ppt @ bec doms bagalkot mba marketing
Channels of distribution ppt @ bec doms bagalkot mba marketingBabasab Patil
 
Conceptual framework of the study on airtel
Conceptual framework of the study on airtelConceptual framework of the study on airtel
Conceptual framework of the study on airtelSridharan Ravi
 
Channel Power & Conflict and Channel Dynamics
Channel Power & Conflict and Channel DynamicsChannel Power & Conflict and Channel Dynamics
Channel Power & Conflict and Channel DynamicsNavin Raj Saroj
 
Social Syndication - A Great Way To Expand Social Selling
Social Syndication - A Great Way To Expand Social SellingSocial Syndication - A Great Way To Expand Social Selling
Social Syndication - A Great Way To Expand Social SellingZINFI Technologies, Inc.
 
Accenture maximizing-customer-retention
Accenture maximizing-customer-retentionAccenture maximizing-customer-retention
Accenture maximizing-customer-retentionAmer Sayed
 
Creating and Managing Supplier Relationships
Creating and Managing Supplier RelationshipsCreating and Managing Supplier Relationships
Creating and Managing Supplier RelationshipsFaHaD .H. NooR
 
Buyer supplier relationship
Buyer supplier relationshipBuyer supplier relationship
Buyer supplier relationshipAnkit
 
Behavioral Processess in Marketing Channel chapter 4
Behavioral Processess in Marketing Channel chapter 4Behavioral Processess in Marketing Channel chapter 4
Behavioral Processess in Marketing Channel chapter 4ahmedjaura1
 

Similar a Channel Management Abs M&S (20)

Channel managment
Channel managmentChannel managment
Channel managment
 
Motivating the channel members
Motivating the channel membersMotivating the channel members
Motivating the channel members
 
Channel Relationship
Channel RelationshipChannel Relationship
Channel Relationship
 
Notes unit ii
Notes unit iiNotes unit ii
Notes unit ii
 
NOTES RETAIL AND DISTRIBUTION MANAGEMENT
NOTES RETAIL AND DISTRIBUTION MANAGEMENT NOTES RETAIL AND DISTRIBUTION MANAGEMENT
NOTES RETAIL AND DISTRIBUTION MANAGEMENT
 
Types of channel
Types of channelTypes of channel
Types of channel
 
Managing channel partners - Abhijeet
Managing channel partners - AbhijeetManaging channel partners - Abhijeet
Managing channel partners - Abhijeet
 
Channel Conflicts.pptx
Channel Conflicts.pptxChannel Conflicts.pptx
Channel Conflicts.pptx
 
Distribution Mgmt (1)
Distribution Mgmt (1)Distribution Mgmt (1)
Distribution Mgmt (1)
 
Channels of distribution ppt @ bec doms bagalkot mba marketing
Channels of distribution ppt @ bec doms bagalkot mba marketingChannels of distribution ppt @ bec doms bagalkot mba marketing
Channels of distribution ppt @ bec doms bagalkot mba marketing
 
Conceptual framework of the study on airtel
Conceptual framework of the study on airtelConceptual framework of the study on airtel
Conceptual framework of the study on airtel
 
Channel Power & Conflict and Channel Dynamics
Channel Power & Conflict and Channel DynamicsChannel Power & Conflict and Channel Dynamics
Channel Power & Conflict and Channel Dynamics
 
Social Syndication - A Great Way To Expand Social Selling
Social Syndication - A Great Way To Expand Social SellingSocial Syndication - A Great Way To Expand Social Selling
Social Syndication - A Great Way To Expand Social Selling
 
Challenges of Channel Management
Challenges of Channel ManagementChallenges of Channel Management
Challenges of Channel Management
 
Hassaan Assignment
Hassaan AssignmentHassaan Assignment
Hassaan Assignment
 
Accenture maximizing-customer-retention
Accenture maximizing-customer-retentionAccenture maximizing-customer-retention
Accenture maximizing-customer-retention
 
Creating and Managing Supplier Relationships
Creating and Managing Supplier RelationshipsCreating and Managing Supplier Relationships
Creating and Managing Supplier Relationships
 
Chap 12 e161
Chap 12 e161Chap 12 e161
Chap 12 e161
 
Buyer supplier relationship
Buyer supplier relationshipBuyer supplier relationship
Buyer supplier relationship
 
Behavioral Processess in Marketing Channel chapter 4
Behavioral Processess in Marketing Channel chapter 4Behavioral Processess in Marketing Channel chapter 4
Behavioral Processess in Marketing Channel chapter 4
 

Más de dcsastudent

Rural Management Ppt On Coke
Rural Management Ppt On CokeRural Management Ppt On Coke
Rural Management Ppt On Cokedcsastudent
 
75007 Product Management
75007 Product Management75007 Product Management
75007 Product Managementdcsastudent
 
Selection And Appointment
Selection And AppointmentSelection And Appointment
Selection And Appointmentdcsastudent
 
Logistics System
Logistics SystemLogistics System
Logistics Systemdcsastudent
 
Physical Distribution Decision Areas
Physical Distribution Decision AreasPhysical Distribution Decision Areas
Physical Distribution Decision Areasdcsastudent
 
Segmentation & Targeting
Segmentation & TargetingSegmentation & Targeting
Segmentation & Targetingdcsastudent
 
Channel Management
Channel ManagementChannel Management
Channel Managementdcsastudent
 
Mba[1][1].Mns.2.12.8
Mba[1][1].Mns.2.12.8Mba[1][1].Mns.2.12.8
Mba[1][1].Mns.2.12.8dcsastudent
 
Retailmanagement 1232195275918231 2
Retailmanagement 1232195275918231 2Retailmanagement 1232195275918231 2
Retailmanagement 1232195275918231 2dcsastudent
 
Product Life Cycle
Product Life CycleProduct Life Cycle
Product Life Cycledcsastudent
 

Más de dcsastudent (20)

Rural Management Ppt On Coke
Rural Management Ppt On CokeRural Management Ppt On Coke
Rural Management Ppt On Coke
 
75007 Product Management
75007 Product Management75007 Product Management
75007 Product Management
 
Dlm Module 1 &2
Dlm Module 1 &2Dlm Module 1 &2
Dlm Module 1 &2
 
Intro
IntroIntro
Intro
 
Selection And Appointment
Selection And AppointmentSelection And Appointment
Selection And Appointment
 
Warehousing
WarehousingWarehousing
Warehousing
 
Logistics System
Logistics SystemLogistics System
Logistics System
 
Transportation
TransportationTransportation
Transportation
 
Physical Distribution Decision Areas
Physical Distribution Decision AreasPhysical Distribution Decision Areas
Physical Distribution Decision Areas
 
Segmentation & Targeting
Segmentation & TargetingSegmentation & Targeting
Segmentation & Targeting
 
C6d80 Dlm Mod 1
C6d80 Dlm Mod 1C6d80 Dlm Mod 1
C6d80 Dlm Mod 1
 
Channel Management
Channel ManagementChannel Management
Channel Management
 
Dlm Mod 1
Dlm Mod 1Dlm Mod 1
Dlm Mod 1
 
Dlm
DlmDlm
Dlm
 
Mba[1][1].Mns.2.12.8
Mba[1][1].Mns.2.12.8Mba[1][1].Mns.2.12.8
Mba[1][1].Mns.2.12.8
 
Dlm Mod 2
Dlm Mod 2Dlm Mod 2
Dlm Mod 2
 
53601dlm Mod 2
53601dlm Mod 253601dlm Mod 2
53601dlm Mod 2
 
Npd
NpdNpd
Npd
 
Retailmanagement 1232195275918231 2
Retailmanagement 1232195275918231 2Retailmanagement 1232195275918231 2
Retailmanagement 1232195275918231 2
 
Product Life Cycle
Product Life CycleProduct Life Cycle
Product Life Cycle
 

Último

8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCRashishs7044
 
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdfNewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdfKhaled Al Awadi
 
8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCR8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCRashishs7044
 
Chapter 9 PPT 4th edition.pdf internal audit
Chapter 9 PPT 4th edition.pdf internal auditChapter 9 PPT 4th edition.pdf internal audit
Chapter 9 PPT 4th edition.pdf internal auditNhtLNguyn9
 
8447779800, Low rate Call girls in Rohini Delhi NCR
8447779800, Low rate Call girls in Rohini Delhi NCR8447779800, Low rate Call girls in Rohini Delhi NCR
8447779800, Low rate Call girls in Rohini Delhi NCRashishs7044
 
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort ServiceCall US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Servicecallgirls2057
 
8447779800, Low rate Call girls in New Ashok Nagar Delhi NCR
8447779800, Low rate Call girls in New Ashok Nagar Delhi NCR8447779800, Low rate Call girls in New Ashok Nagar Delhi NCR
8447779800, Low rate Call girls in New Ashok Nagar Delhi NCRashishs7044
 
Ten Organizational Design Models to align structure and operations to busines...
Ten Organizational Design Models to align structure and operations to busines...Ten Organizational Design Models to align structure and operations to busines...
Ten Organizational Design Models to align structure and operations to busines...Seta Wicaksana
 
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607dollysharma2066
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFChandresh Chudasama
 
Cyber Security Training in Office Environment
Cyber Security Training in Office EnvironmentCyber Security Training in Office Environment
Cyber Security Training in Office Environmentelijahj01012
 
PSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationPSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationAnamaria Contreras
 
APRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfAPRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfRbc Rbcua
 
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03DallasHaselhorst
 
Traction part 2 - EOS Model JAX Bridges.
Traction part 2 - EOS Model JAX Bridges.Traction part 2 - EOS Model JAX Bridges.
Traction part 2 - EOS Model JAX Bridges.Anamaria Contreras
 
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckHajeJanKamps
 
TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024Adnet Communications
 

Último (20)

8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
 
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdfNewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
 
8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCR8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCR
 
Japan IT Week 2024 Brochure by 47Billion (English)
Japan IT Week 2024 Brochure by 47Billion (English)Japan IT Week 2024 Brochure by 47Billion (English)
Japan IT Week 2024 Brochure by 47Billion (English)
 
Chapter 9 PPT 4th edition.pdf internal audit
Chapter 9 PPT 4th edition.pdf internal auditChapter 9 PPT 4th edition.pdf internal audit
Chapter 9 PPT 4th edition.pdf internal audit
 
No-1 Call Girls In Goa 93193 VIP 73153 Escort service In North Goa Panaji, Ca...
No-1 Call Girls In Goa 93193 VIP 73153 Escort service In North Goa Panaji, Ca...No-1 Call Girls In Goa 93193 VIP 73153 Escort service In North Goa Panaji, Ca...
No-1 Call Girls In Goa 93193 VIP 73153 Escort service In North Goa Panaji, Ca...
 
8447779800, Low rate Call girls in Rohini Delhi NCR
8447779800, Low rate Call girls in Rohini Delhi NCR8447779800, Low rate Call girls in Rohini Delhi NCR
8447779800, Low rate Call girls in Rohini Delhi NCR
 
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort ServiceCall US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
 
8447779800, Low rate Call girls in New Ashok Nagar Delhi NCR
8447779800, Low rate Call girls in New Ashok Nagar Delhi NCR8447779800, Low rate Call girls in New Ashok Nagar Delhi NCR
8447779800, Low rate Call girls in New Ashok Nagar Delhi NCR
 
Enjoy ➥8448380779▻ Call Girls In Sector 18 Noida Escorts Delhi NCR
Enjoy ➥8448380779▻ Call Girls In Sector 18 Noida Escorts Delhi NCREnjoy ➥8448380779▻ Call Girls In Sector 18 Noida Escorts Delhi NCR
Enjoy ➥8448380779▻ Call Girls In Sector 18 Noida Escorts Delhi NCR
 
Ten Organizational Design Models to align structure and operations to busines...
Ten Organizational Design Models to align structure and operations to busines...Ten Organizational Design Models to align structure and operations to busines...
Ten Organizational Design Models to align structure and operations to busines...
 
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDF
 
Cyber Security Training in Office Environment
Cyber Security Training in Office EnvironmentCyber Security Training in Office Environment
Cyber Security Training in Office Environment
 
PSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationPSCC - Capability Statement Presentation
PSCC - Capability Statement Presentation
 
APRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfAPRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdf
 
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03
 
Traction part 2 - EOS Model JAX Bridges.
Traction part 2 - EOS Model JAX Bridges.Traction part 2 - EOS Model JAX Bridges.
Traction part 2 - EOS Model JAX Bridges.
 
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
 
TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024
 

Channel Management Abs M&S

  • 1. Amity Business School MBA(M&S) Class of 2010, Semester II Channel Management Power, Conflicts and Control Prof. P K Bansal
  • 2. Multi-Channel Marketing System Channel Options Direct Marketing Sales Force Intermediary Marketing Channel
  • 3. Channel Management 1 Use of Power Bases 2 Resolving Channel Conflicts 3 Channel Control
  • 4. 1 POWER BASES Referent Power Expert Power Legitimate Power Competition Power Coercive Power
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12. 2 CONFLICT GOAL Understanding of objectives of Channel members is different DOMAIN Channel members Understand Responsibilities differently PERCEPTION Understanding of Market Place is different. Actions do not match
  • 13.
  • 14. Conflict Stages 2 PERCEIVED 3 FELT 1 LATENT 4 MANIFEST
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21. 3 CHANNEL CONTROL PROTECTION Interest of all Channel Members are protected OBJECTIVES Actions of all are in line with overall objectives DELIVERY Channel Flows streamlined to service end customers
  • 22.
  • 23. Channel Relationship Maintenance Strategies Forcing by Domination Withdrawal by avoidance Transactional Integration by Negotiation Compromise by Sacrifice Long Run Nature of Relationship High Low     Significance of Individual Goals    
  • 24.