ch 15 DEVELOPING VALUE NETWORK and
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Transcript ch 15 DEVELOPING VALUE NETWORK and
1
15
Designing and Managing
Integrated Marketing
Channels
Chapter Questions
What is a marketing channel system and value
network?
What work do marketing channels perform?
How should channels be designed?
What decisions do companies face in managing
their channels?
How should companies integrate channels and
manage channel conflict?
What is the future for e-commerce?
14-2
Marketing Channels
Sets of interdependent organizations
involved in the process of making a
product or service available for use
or consumption.
14-3
“Sourcing and logistics
would remain ‘the
darkest continent of
business’ – the least
exploited area of
business for competitive
advantage”
4
Marketing channels
must not just serve
markets, they must
also make markets.
The channels chosen
affect all other
marketing decisions.
14-5
Channels and Marketing Decisions
Push
Strategy
Pull
Strategy
14-6
Categories of Buyers (having different needs
during the purchase process)
Habitual shoppers
High value deal seekers
Variety-loving shoppers
High-involvement shoppers
14-7
Hybrid Channels & Buyer Expectations for
Channel Integration
Ability to order a product online and pick it
up at a convenient retail location
Ability to return an online-ordered product
to a nearby store
Right to receive discounts based on total
online and offline purchases
14-8
Value Networks
Think about the target
market, then design the
supply chain (demand
chain planning).
14-9
Should the 4 P’s be replaced?
Solutions
Information
Value
Access
14-10
Why Using Intermediaries?
Many producers lack the financial resources to carry out
direct marketing.
Producers can earn a greater return by increasing
investment in their main business.
Direct marketing simply is not feasible.
14-11
Channel Member Functions
Gather information
Develop and disseminate persuasive
communications
Reach agreements on price and terms
Acquire funds to finance inventories
Assume risks
Provide for storage
Provide for buyers’ payment of their bills
Oversee actual transfer of ownership
14-12
Designing a Marketing Channel System
Analyze customers’ desired service output
levels
Establish channel objectives
Identify major channel alternatives
Evaluate major channel alternatives
14-13
Channel Service Outputs
Lot size
Waiting/delivery time
Spatial convenience
Product variety
Service backup
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Identifying Channel Alternatives
Types of intermediaries
Number of intermediaries
Terms and responsibilities
14-15
Number of Intermediaries
Exclusive
Selective
Intensive
14-16
Channel-Management Decisions
Selecting channel members
Training channel members
Motivating channel members
Evaluating channel members
Modifying channel members
14-17
Channel Power
Coercive
Reward
Legitimate
Expert
Referent
14-18
Channel Integration and Systems
Vertical
marketing systems
Corporate VMS
Administered VMS
Contractual VMS
Horizontal
marketing systems
Multichannel systems
14-19
Managing Channel Conflicts
Adoption of superordinate goals
Cooptation
Diplomacy
Mediation
Arbitration
14-20
e-Commerce Marketing Practices
Pure-click
Brick-and-click
Brick-and-mortar
14-21