1. Peggy Simcic Brønn Chapter 6 Networks and stakeholders

2. Peggy Simcic Brønn Stakeholder relationships zEach organization is a customer to another organization in an industry’s value chain. zSome organizations work closely together, coordinating and integrating their activities while others combine on a temporary basis. zOrganizations operate in partnership with varying degrees of strength, in order to achieve their goals.

3. Peggy Simcic Brønn Networks zThe relationship of any two organizations is contingent upon direct and indirect relationships of all involved organizations. Exchanges therefore take place in the context of a network of relationships. (Andersson, 1992) zNetworks hold together partly through a pattern of interdependence and reciprocity. (Achrol, 1997)

4. Organization Stockholders Government Regulators Boards of Director Community Leaders Associations Political Groups Professional Societies Employees Unions Suppliers Consumers Industrial Purchasers Users of Service Environmentalists Community Residents Voters Media Minorities Women Other Publics NORMATIVE LINKAGES FUNCTIONAL LINKAGES INPUT OUTPUT DIFFUSED ENABLING EXTERNAL LINKAGES OF AN ORGANIZATION

5. Peggy Simcic Brønn Channels zChannel networks yConventional yVertical marketing systems zChannel network design yintensive distribution, selective distribution, exclusive distribution

6. Peggy Simcic Brønn Vertical marketing systems zAdministered zContractual yWholesaler-sponsored chains yRetailer-sponsored chains yFranchise xManufacturer-driven retailer systems: Ford xManufacturer-driven wholesaler systems: Coca Cola xService-driven retailer systems: McDonalds yCorporate

7. Peggy Simcic Brønn Network management zCooperation zPower zConflict zChannel network communications zOrganizational communication