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Kotler Phillip Kevin Lane Marketing Management Keller Fajar Tri Nugroho ( ) 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
Lecture 7 Designing and Managing Value Networks and Marketing Channels Prof. Mundy Gonzalez RCBC Campus August 2, 2006.
1 MARKETING CHANNELS (Place) Distribution Channels and Logistics Management.
Marketing Channels and Supply Chain Management Chapter 13.
1 Channel Management / Distribution. 2 STUDENTS WILL…. Understand the concepts and processes needed to identify, select, monitor, and evaluate sales channels.
What is Marketing? The process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges.
MR. ANKIT BAJPAI Sales and Distribution Management By: Ankit Bajpai
XIME / PGDM-B2B –RS–1404-March-2010 B2B Marketing Managing Channels PGDM–B2B–RS–14 Amarnath Krishnaswamy.
McGraw-Hill/Irwin Copyright © 2013 by The McGraw-Hill Companies, Inc. All rights reserved.
Chapter 5 B2B E-Commerce: Selling and Buying in Private E-Markets.
Marketing Indicator 3.05 Acquire foundational knowledge of channel management to understand its role in marketing.
Marketing Channel Strategy & Management MKT 460. Taufique Hossain.
ORGANISATION PATTERN IN MARKETING CHANNELS PRESENTED BY Jigar Makwana ( 24 ) Sanjay Miyani ( 27 ) Hiral Navik ( 28 )
Section 21.1 Distribution Chapter 21 channels of distribution Section 21.2 Distribution Planning.
Marketing Management Chapter 4. Five approaches to Marketing Production Approach- produce as much as possible at lowest possible cost Product Approach-
MARKETING MANAGEMENT 12 th edition KotlerKeller 16 Managing Retailing, Wholesaling, and Logistics.
© 2008 Pearson Prentice Hall, Electronic Commerce 2008, Efraim Turban, et al. Chapter 5 B2B E-Commerce: Selling and Buying in Private E- Markets.
Chapter 4 Marketing Begins with Customers Study Guide.
Chapter 10 E-Commerce: A Revolution in the Way We Do Business.
© Prentice Hall, 2005 Business In Action 3eChapter Developing Distribution and Promotional Strategies.
INTEGRATED MARKETING COMMUNI- CATIONS AND DIRECT MARKETING C HAPTER.
E-Marketing, 3rd edition Judy Strauss, Adel I. El-Ansary, and Raymond Frost Chapter 2: Strategic E-Marketing © Prentice Hall 2003.
Essentials of Management Information Systems, 6e Chapter 4 The Digital Firm: Electronic Business and Electronic Commerce 4.1 © 2005 by Prentice Hall The.
1 Prentice Hall, 2002 Chapter 3 Retailing in Electronic Commerce (E-Tailing)
Introduction to Key Marketing Terms and Concepts Marketing 1.
© 2008 Pearson Prentice Hall, Electronic Commerce 2008, Efraim Turban, et al. Chapter 1 Overview of Electronic Commerce.
EURELECTRIC WG Retail Markets Presentation for ERGEG Customer Focus Group Helsinki, 11 October 2005.
The tools available to a business to gain the reaction it is seeking from its target market in relation to its marketing objectives 7Ps – Price, Product,
Communicating Customer Value: Integrated Marketing Communications Strategy 14 Principles of Marketing.
Marketing Management Session #4 Pricing & Marketing Distribution Channels.
Organizational Buying & Buyer Behavior Chapter 6.
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