1. MANAGING MARKETING CHANNELS AND WHOLESALING C HAPTER 15

2. Terms used for Marketing Intermediaries

3. Value Created by Intermediaries Functions Performed by Intermediaries Consumer Benefits from Intermediaries NATURE AND IMPORTANCE OF MARKETING CHANNELS

4. How Intermediaries Minimize Transactions

5. Marketing channel functions performed by intermediaries

6. Marketing Channels for Consumer Goods and Services  Direct channel  Indirect channels  Industrial distributor Electronic Marketing Channels CHANNEL STRUCTURE AND ORGANIZATION

7. Common marketing channels for consumer goods and services

8. Common marketing channels for business goods and services

9. Representative electronic marketing channels

10. Direct Marketing Channels Multiple Channels and Strategic Alliances  Dual distribution  Strategic channel alliances Vertical Marketing Systems and Channel Partnerships CHANNEL STRUCTURE AND ORGANIZATION

11. Types of vertical marketing systems

12. Factors Affecting Channel Choice and Management Environmental Factors Consumer Factors Product Factors Company Factors CHANNEL CHOICE AND MANAGEMENT

13. Channel Design Considerations Target Market Coverage  Intensive distribution  Exclusive distribution  Selective distribution Satisfying Buyer Requirements Profitability CHANNEL CHOICE AND MANAGEMENT