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13 Cards in this Set
- Front
- Back
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Importance of DM |
•Vital in creating value •intrinsically linked to pricing •virtual/physical/service |
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Aims |
•provides utility •establishes service levels •minimise costs •customer feedback loop •increase efficiency •co-ordination of roles |
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Customer needs |
•convenience -customers don't have a lot of time •service and support •a good price •availability •speedy delivery •reliable supply •range of choice •empathy when supply is interrupted |
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Convenience is key |
•access •search •possession •ease of obtaining •transaction |
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Sustainable competitive advantage |
•navigation is process of steering between the mass and variety of information •reach, richness, range |
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Channels |
•direct (own channels) •good for supplier •however, problematic for buyer due too availability,speedy supply and range of choice |
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Omni-channels |
Seamless integration allowing customer to interact over many touchpoiints |
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Decision influencers |
•organisational objectives •market size, dispersion and remotness •buying complexity and behavior •product characteristics •changing environment (PESTLE) |
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International influences |
•companies entry mode •generic strategy •nature and features of product service •infrastructure in foreign country •technology existing •foreign market structure •culture and consumer literacy |
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External factors affecting channel decisions |
•consumer charateristics •nature of product •nature of demand •competition •legal regulations •business practices |
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Decision concerning the structure |
*market coverage •channel width *channel length•channel width •control/cost•degree of integration •control/cost •degree of integration |
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Concerning Managing and controlling distribution channels (Arnold,2000)
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•select distributors •look for distributors capable of deveolping markets •treat local distributors as long term partners •maintain control over marketing strategy •make sure distributors provide you with a detailed market financial performance data •build links among national distributors |
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Internet |
Disintermediation Shift spending online too offline Larger selection Common due to use of smartphones and tablets |
