Channel Conflict and Managing Distribution Channels
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Channel conflict occurs when the perceptions of roles and responsibilities between channel members are inconsistent. This document discusses the causes of channel conflict, including market evolution and e-commerce strategies. It also examines case studies of companies like Levi Strauss that experienced channel conflict when introducing direct online sales, and strategies manufacturers can use to minimize conflict, like effective communication and coordination with retailers.
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Channel Conflict and Managing Distribution Channels
- 1. Channel Conflict Brent Driver Zach Evans
- 10. Top 10 Signs Your Company is Experiencing Excessive Channel Conflict
- 16. To Compete or NOT to Compete Game
- 22. Traditional Distribution $100 $50 $25 $12 We keep: $50 - $25 = $25 Retailer keeps: $100 - $50 = $50 Manufacturer Wholesaler Retailer Consumer
- 23. Direct Distribution $100 $25 $12 We keep: $100 - $25 = $75 Manufacturer Wholesaler Consumer B2C Website
- 32. Questions?