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Kotler Phillip Kevin Lane Marketing Management Keller Fajar Tri Nugroho (122121035) Magister Management Usakti 2013
Designing and Managing Integrated Marketing Channels Chapter 15
Discussion Questions 1.What is a marketing channel system and value network? 2.What work do marketing channels perform? 3.How should channels be designed?
Discussion Questions 4.What decisions do companies face in managing their channels? 5.How should companies integrate channels and manage channel conflict?
Defined Marketing Channels Sets of interdependent organizations participating in the process of making a product or service available for use or consumption.
Intermediaries Merchants Agents Facilitators
Importance of Channels Ultimate Selling Price 30% - 50% Channel Members 5% - 7% Advertising
Importance of Channels Push strategy Pull strategy
Multichannel Marketing (Hybrid) Telemarketing Direct Mail
Role of Marketing Channels Contacts Experience Specialization Scale of operation Facilitators Merchants Agents
Channel Functions and Flows Transportation, communication Forward Flow Backward Flow Information, negotiation, finance, risk taking Ordering, payment
Five Marketing Flows in the Marketing Channel
Channel Levels - Consumer
Channel Levels – B2B
Channel-Design Decisions Customer wants and needs Objectives and constraints Identifying and evaluate alternatives
Evaluating Channel Alternatives Economic Criteria $4.07 (Face-to-Face Transaction) $0.54 (Phone Transaction) $0.27 (ATM Transaction) $0.01 (Online Transaction)
Value-Adds vs. Costs of Different Channels
Channel-Management Decisions Selecting Channel Members Training and Motivating Modifying Evaluating
Channel Integration and Systems Vertical Marketing Systems Horizontal Marketing Systems Integrating Multichannel Marketing Systems Disney Blockbuster Disney Store Best Buy.com Amazon
The Hybrid Grid
Conflict, Cooperation & Competition Channel Conflict Channel Coordination
Managing Channel Conflict Employee Exchange Dual Compensation Mediation Legal Recourse
Kotler Keller PhillipKevin Lane Marketing Management 14e.
Designing and Managing Integrated Marketing Channels Chapter 15.
©2003 Prentice Hall, Inc.To accompany A Framework for Marketing Management, 2 nd Edition Slide 0 in Chapter 14 Chapter 14 Designing and Managing Value.
Lecture 7 Designing and Managing Value Networks and Marketing Channels Prof. Mundy Gonzalez RCBC Campus August 2, 2006.
7 th April 2007Marketing Fundamental Mgt 1203 Marketing Mix Place.
15 Designing and Managing Integrated Marketing Channels 1.
PowerPoint by Yu Hongyan Business School of Jilin University Chapter 14 Selecting and Managing Marketing Channels.
Copyright © 2003 Prentice-Hall, Inc Chapter 17 Designing and Managing Value Networks and Marketing Channels by PowerPoint by Milton M. Pressley University.
APPLIED MARKETING STRATEGIES Lecture 26 MGT 681. Distribution Strategies.
Designing and Managing Integrated Marketing Channels Marketing Management, 13 th ed 15.
Designing and Managing Integrated Marketing Channels Key Concepts.
Copyright © 2016 Pearson Education, Inc Chapter 17 Designing And Managing Integrated Marketing Channels.
1 Marketing Channels and Supply Chain Management Chapter 12.
Copyright 2009, Prentice-Hall, Inc.13-1 A Framework for Marketing Management Chapter 13 Designing and Managing Integrated Marketing Channels.
Framework for Marketing Management International Edition 13 Designing and Managing Integrated Marketing Channels 1.
Copyright 2004 © Pearson Education Canada Inc Chapter 17 Designing and Managing Value Networks and Marketing Channels.
MARKETING MANAGEMENT 12 th edition 15 Designing and Managing Value Networks and Channels KotlerKeller.
Marketing Channels: Delivering Customer Value. Session Outline Supply Chains and the Value Delivery Network The Nature and Importance of Marketing.
Marketing Channels. Establish channels for different target markets and aim for efficiency, control, and adaptability.
What We Will Discuss Today u Distribution channels What are their functions? How are they organized? u Distribution channel decisions Design decisions.
A FRAMEWORK for MARKETING MANAGEMENT Kotler KellerCunningham Chapter 13 Designing and Managing Value Networks and Channels.
GLOBAL MARKETING Distribution Management. Why A Distribution Strategy? To make the right quantities of the right product or service available at the right.
MM:Chapter 17 Managing Marketing Channels. Marketing Channels are sets of interdependent organizations involved in the process of making a product or.
1 1 Chapter 10 Marketing Channels: Delivering Customer Value.
Chapter 8 Distribution channels and logistics management.
Session-35, 36, 37 Designing and Managing Integrated Marketing Channels Principles of marketing.
Marketing Channels: Delivering Customer Value. Supply Chains Upstream partners supply the raw materials, components, parts, information, finances, and.
Designing and Managing Value Network and Channels Chapter 15.
Chapter 12 Marketing Channels and Supply Chain Management.
15-1 Chapter Questions What is a marketing channel system and value network? What work do marketing channels perform? What decisions do companies face.
MGT301 Principles of Marketing Lecture-28. Summary of Lecture-27.
Chapter 10 Marketing Channels and Supply Chain Management.
Marketing Channels and Supply Chain Management Chapter 12.
Chapter 10 10/18/ :45 PM1. Supply Chains And The Value Delivery Network Supply chain Downstream Marketing channels or distribution channels, such.
1 13. Marketing Channels & Supply Chains. 2 Marketing Channels Move products from producers to consumers Provide time, place, and possession utilities.
Principles of Marketing Kotler and Armstrong Insert Textbook Cover Image Chapter 12: Marketing Channels Delivering Customer Value Copyright © 2016 Pearson.
©2006 Pearson Education, Inc. Marketing for Hospitality and Tourism, 4th edition Upper Saddle River, NJ Kotler, Bowen, and Makens Chapter 13 Distribution.
Marketing Channels and Supply Chain Management 10.
Chapter 12 Marketing Channels: Delivering Customer Value.
Copyright © 2005 Pearson Education Inc. Marketing Channels and Supply Chain Management Chapter 13 PowerPoint slides Express version Instructor name Course.
Marketing Channels Chapter 13. Determine 2-3 different ways of transportation for the following 24 air compressors, each of 36’’x36’’x60’’, 400 p. each.
What do you think? I.What does marketing channels mean? II.What do marketing channels do? III.What are the important changes in marketing channels?
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