The category of market variables was cited in Chapter 6 and the present chapter as one of fundamental importance to channel design. Explain why this is so.
Answer to relevant QuestionsIn this chapter, a four-dimensional framework was used for analyzing markets in relation to channel design strategy. Define each of these dimensions. Discuss the major issues facing the channel manager with respect to where buyers make their purchases. For decades, giant big-box retailers like Walmart supercenters, Best Buy, Home Depot, Staples, Target and many others emphasized building bigger and bigger stores with broader assortments of merchandise and low prices to ...Compare and contrast the major features of cooperative arrangements, partnerships and strategic alliances, and distribution programming as approaches for motivating channel members. GTE’s Sylvania Lighting Division introduced “Prestige Partnership,” a program aimed at helping its 2,200 distributors do a more effective job of marketing Sylvania products. In particular, the program will help the ...
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