EXERCISES FOR CHAPTER 14 |
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- Exercise 14a
Due via email by 9/23/07
- Choose an industry and identify four examples of potential channel conflict that could arise in that market due to creation of a direct online sales channel. For each example, you should identify how the business could resolve or respond to the conflict.
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- Exercise 14b
Due via email by 9/30/07
- A primary source of internal channel conflict comes over issues of compensation. Identify how businesses could balance concerns about sales credit among channels. Are there ways to reward performance across channels? What risks might be involved?
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- Exercise 14c
Due via email by 10/07/07
- For each of the following product categories, identify the potential distribution channels and possible intermediary retailers. For each category, ask students to assess the optimum channel design and to identify risks of including or excluding intermediary partners.
- Travel (airlines and hotels)
- Apparel (T-shirts)
- Home appliances (Orek vacuum cleaners on overstock situation)
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