1. Designing and Managing Integrated Marketing Channels15
Designing and Managing Integrated Marketing Channels
Marketing Management, 13th ed

2. What is a Marketing Channel?
A marketing channel system is the particular set of interdependent organizations involved in the process of making a product or service available for use or consumption.
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3. Figure 15.1 Increasing Efficiency
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4. Channel Member Functions
Gather information
Develop and disseminate persuasive communications
Reach agreements on price and terms
Acquire funds to finance inventories
Assume risks
Provide for storage
Provide for buyers’ payment of their bills
Oversee actual transfer of ownership
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5. Figure 15.2 Marketing Channel Flows
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6. Figure 15.3 Consumer Marketing Channels
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7. Figure 15.3 Industrial Marketing Channels
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8. Number of Intermediaries
Exclusive
Selective
Intensive
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9. Terms and Responsibilities of Channel Members
Price policy
Condition of sale
Distributors’ territorial rights
Mutual services and responsibilities
Video icon links to snippet on Hasbro’s product bundling for different channel members.
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10. Causes of Channel Conflict
Goal incompatibility
Unclear roles and rights
Differences in perception
Intermediaries’ dependence
on the manufacturer
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