1. Pricing issues in channel management
Week 10
Instructor: Jungwan Lee

2. Anatomy of channel pricing structure

3. Annual statement studies, 1996 (Robert Morris Associates)

4. Guidelines for effective channel pricing strategies
Profit margins
Different classes of resellers
Rival brands
Special arrangements
Conventional norms in margins
Margin variation on models
Price points
Product variations

5. Five other issues in channel pricing
Exercising control in channel pricing
Changing price policies
Passing price increases through the channel
Using price incentives in the channel
Minimizing the gray market and free riding