1. INTERNATIONAL CHANNEL PERSPECTIVES
THE ENVIRONMENT
BEHAVIORAL PROCESSES
CHANNEL DESIGN
MOTIVATING CHANNEL MEMBERS

2. THE ENVIRONMENT Economic Competitive Socio-cultural Technological
Legal/Political

3. THE DEVELOPMENT OF ALTERNATIVE CHANNEL STRUCTURES
INDIRECT EXPORTING
 Casual Exporting
 Trading Companies
 Trade Intermediaries (Export Management Companies)
 Cooperative or Piggybacking
DIRECT EXPORTING
 Foreign Distributors
 Foreign Agents
 Overseas Marketing Subsidiary

4. STEPS IN CHANNEL DESIGN
Recognize need for decisions
Set and coordinate distribution objectives
Specify the distribution tasks
Develop alternative channel structures
Evaluate the relevant variables
Choose the “best” channel structure
Select the channel members

5. EVALUATING VARIABLES AFFECTING CHANNEL STRUCTURE
MARKET VARIABLES
PRODUCT VARIABLES
COMPANY VARIABLES
MIDDLEMEN VARIABLES
ENVIRONMENTAL VARIABLES
BEHAVIORAL VARIABLES

6. MOTIVATING INTERNATIONAL CHANNEL MEMBERS
FINDING OUT NEEDS AND PROBLEMS
SUPPORTING FOREIGN CHANNEL MEMBERS
LEADING FOREIGN CHANNEL MEMBERS