1. SERVICE OUTPUTS Chapter 3 with Duane Weaver

2. OUTLINE Bucklin’s Theory: determining channel structure TRENDS B2B B2C Meeting Service Output Demands Bucklin’s Theory: determining channel structure TRENDS B2B B2C Meeting Service Output Demands

3. Bucklin’s Theory: determining channel structure “channel systems remain viable by performing duties that reduce end- users’ search, waiting time, storage and other costs…the service outputs” Bulk–breaking Spatial convenience Wait time Product Variety “channel systems remain viable by performing duties that reduce end- users’ search, waiting time, storage and other costs…the service outputs” Bulk–breaking Spatial convenience Wait time Product Variety

4. TRENDS - B2B Outsourcing Downsizing Alphabet Soup (JIT, EFR) Outsourcing Downsizing Alphabet Soup (JIT, EFR)

5. TRENDS - B2C Poverty of Time Increased Product Knowledge Increased Income Polarity Increased Self-Employed #s Poverty of Time Increased Product Knowledge Increased Income Polarity Increased Self-Employed #s

6. Meeting Service Output Demands Cost Competitiveness Ease of Entry Elements of Marketing Excellence Cost Competitiveness Ease of Entry Elements of Marketing Excellence

7. THANKS!