PowerPoint Slides to Accompany Marketing Channels 7th Edition

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PowerPoint Slides to AccompanyMarketing
Channels7th Edition

• Anne T. Coughlan, Northwestern University
• Erin Anderson, INSEAD
• Louis W. Stern, Northwestern University
• Adel I. El-Ansary, University of North Florida

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Chapter 7Managing Conflict to Increase Channel
Coordination
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FIGURE 7-1 HOW HIGH LEVELS OF CONFLICT ERODE
CHANNEL RELATIONSHIPS
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FIGURE 7-2 NATURAL SOURCES OF CONFLICT
INHERENT DIFFERENCES IN VIEWPOINTS OF
SUPPLIERSAND RESELLERS
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FIGURE 7- 3 CONFLICT RESOLUTION STYLES
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Chapter 8Strategic Alliances in Distribution
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FIGURE 8-1 SYMPTOMS OF COMMITMENT IN MARKETING
CHANNELS

• A committed party to a relationship (a
  manufacturer, a distributor, or another channel
  member) views its arrangement as a long-term
  alliance. Some manifestations of this outlook
  show up in statements such as these, made by the
  committed party about its channel partner.
• We expect to be doing business with them for a
  long time.
• We defend them when others criticize them.
• We spend enough time with their people to work
  out problems and misunderstandings.
• We have a strong sense of loyalty to them.
• We are willing to grow the relationship.
• We are patient with their mistakes, even those
  that cause us trouble.
• We are willing to make long-term investments in
  them, and to wait for the payoff to come.
• We will dedicate whatever people and resources
  it takes to grow the business we do with them.
• We are not continually looking for another
  organization as a business partner to replace or
  add to this one.

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FIGURE 8-2 MOTIVES TO CREATE AND MAINTAIN
STRATEGIC ALLIANCES IN CHANNELS
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FIGURE 8-3 THE CIRCLE OF COMMITMENT
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FIGURE 8- 4 PHASES OF RELATIONSHIPS IN MARKETING
CHANNELS
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Chapter 9Vertical Integration in Distribution
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FIGURE 9-1 THE CONTINUUM OF DEGREES OF VERTICAL
INTEGRATION
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FIGURE 9-2 EXAMPLES OF INSTITUTIONS PERFORMING
SOME CHANNEL FUNCTIONS
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FIGURE 9-3 HOW ENVIRONMENTAL UNCERTAINTY IMPACTS
VERTICAL INTEGRATION
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FIGURE 9-4 THE EFFECTS OF OUTSOURCING
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FIGURE 9-5 ROAD MAP TO THE VERTICAL INTEGRATION
DECISION