1. Designing and Managing Integrated Marketing Channels Chapter 15

2. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 2 of 36 Discussion Questions 1.What is a marketing channel system and value network? 2.What work do marketing channels perform? 3.How should channels be designed?

3. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 3 of 36 Discussion Questions 4.What decisions do companies face in managing their channels? 5.How should companies integrate channels and manage channel conflict? 6.What are the key issues with e- commerce and m-commerce?

4. Defined Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 4 of 36 Sets of interdependent organizations participating in the process of making a product or service available for use or consumption. Marketing Channels

5. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 5 of 36 Intermediaries Merchants Agents Facilitators

6. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 6 of 36 Importance of Channels Ultimate Selling Price 30% - 50% Channel Members 5% - 7% Advertising

7. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 7 of 36 Multichannel Marketing (Hybrid) Sales Force Internet Telemarketing Direct Mail

8. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 8 of 36 Figure 15.1 Five Marketing Flows in the Marketing Channel

9. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 9 of 36 Figure 15.2 Channel Levels – Consumer

10. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 10 of 36 Figure 15.2 Channel Levels – B2B

11. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 11 of 36 Channel-Design Decisions Customer wants and needs Objectives and constraints Identifying and evaluate alternatives

12. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 12 of 36 Channel-Management Decisions Selecting Channel Members Training and Motivating Evaluating Modifying

13. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 13 of 36 Managing Channel Conflict Employee Exchange Mediation Dual Compensation Legal Recourse

14. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 14 of 36 E-Commerce Marketing Practices Pure-Click Firms B2B E-Commerce Brick-and-Click Firms

15. Copyright © 2012 Pearson Education, Inc. Publishing as Prentice HallSlide 15 of 36 M-Commerce Marketing Practices Text Promotions M-Commerce GPS Features