Podcast
Questions and Answers
Difficulties to pass cost induced price increases through the channel
Difficulties to pass cost induced price increases through the channel
The most obvious and pervasive category of variables affecting all members and participants in the channel
The most obvious and pervasive category of variables affecting all members and participants in the channel
It is the dynamic external system in which a business competes and functions.
It is the dynamic external system in which a business competes and functions.
Competition between firms of the same type
Competition between firms of the same type
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Competition between different types of firms at the same channel
Competition between different types of firms at the same channel
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Competition between channel members at the different levels
Competition between channel members at the different levels
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Complete channels competing with other complete channels
Complete channels competing with other complete channels
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It refers to the immediate physical and social setting in which people live or in which something happens or develops.
It refers to the immediate physical and social setting in which people live or in which something happens or develops.
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External factors in technology that impact business operations.
External factors in technology that impact business operations.
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facing businesses operating internationally is not simply a scaled-up version if domestic law. Businesses are faced with legal rules derived from multiple sources and enforced by bodies with fragmented and overlapping jurisdictions.
facing businesses operating internationally is not simply a scaled-up version if domestic law. Businesses are faced with legal rules derived from multiple sources and enforced by bodies with fragmented and overlapping jurisdictions.
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bONUS
bONUS
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One channel member determines the goals to be closely be the same allied to those of another member. This power emanates out of the eminent position that the company holds in the industry.
One channel member determines the goals to be closely be the same allied to those of another member. This power emanates out of the eminent position that the company holds in the industry.
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The power based on the knowledge or technically equipped in one area of specialization. This implies that the company has some special knowledge that is value adding to the channel partner.
The power based on the knowledge or technically equipped in one area of specialization. This implies that the company has some special knowledge that is value adding to the channel partner.
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It is the obligation exists to accept that influence. This is enforcing any task expected of the intermediary as per the agreement or contract signs with the company.
It is the obligation exists to accept that influence. This is enforcing any task expected of the intermediary as per the agreement or contract signs with the company.
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The company using the channel partners for distribution of its goods and services has the ability to give additional support to the channel partners help increase volumes.
The company using the channel partners for distribution of its goods and services has the ability to give additional support to the channel partners help increase volumes.
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It is the method of generating "rivalry" among the channel partners so that they try to "compete" on performing better than their peers.
It is the method of generating "rivalry" among the channel partners so that they try to "compete" on performing better than their peers.
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A monetary way of showing excellency in the organization. As the name implies, companies provide incentives to the channel partners to perform additional tasks at specific points of time
A monetary way of showing excellency in the organization. As the name implies, companies provide incentives to the channel partners to perform additional tasks at specific points of time
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To punish the latter upon failure to conform to the former's influence attempts. This is the power of " threat” used by the company to put defaulting channel partner back on track.
To punish the latter upon failure to conform to the former's influence attempts. This is the power of " threat” used by the company to put defaulting channel partner back on track.
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It consists of businesses that are engaged in selling goods for resale or business use to retail, industrial, commercial, institutional, professional, or agricultural firms, as well as to other wholesalers.
It consists of businesses that are engaged in selling goods for resale or business use to retail, industrial, commercial, institutional, professional, or agricultural firms, as well as to other wholesalers.
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It consists of business firms engaged primarily in selling merchandise for personal or household consumption and rendering services incidental to the sale of goods.
It consists of business firms engaged primarily in selling merchandise for personal or household consumption and rendering services incidental to the sale of goods.
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Person or organization that actually uses the product, as opposed to the person or organization those authorities, orders, procures or pay for it.
Person or organization that actually uses the product, as opposed to the person or organization those authorities, orders, procures or pay for it.
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a person who purchases goods and services for personal use.
a person who purchases goods and services for personal use.
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economic activities concerned with the processing of raw materials and manufacturer of goods in factories which uses the product as its raw material for the goods.
economic activities concerned with the processing of raw materials and manufacturer of goods in factories which uses the product as its raw material for the goods.
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refers to the geographical size of the markets and their physical location and distance from producer and manufacturer.
refers to the geographical size of the markets and their physical location and distance from producer and manufacturer.
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The number of customer making up a market (consumer or industrial) determines the
The number of customer making up a market (consumer or industrial) determines the
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The number of buying units per unit of land area determines the density of the market. In general, the less dense the market, the more difficult and expensive is distribution.
The number of buying units per unit of land area determines the density of the market. In general, the less dense the market, the more difficult and expensive is distribution.
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Company salespeople are in the best position to know potential channel members, usually better than anyone else in the firm. Companies may not adequately reward salespeople for their efforts in finding potential channel members.
Company salespeople are in the best position to know potential channel members, usually better than anyone else in the firm. Companies may not adequately reward salespeople for their efforts in finding potential channel members.
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such as trade association, trade publications, directories, trade shows, and the "grapevine" are all valuable sources of information about prospective members.
such as trade association, trade publications, directories, trade shows, and the "grapevine" are all valuable sources of information about prospective members.
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Manufacturers make huge batches of products; consumers want to consume just one unit. Therefore, retailers buy in large quantities and offer the consumer exactly the quantity they want. On the other end of this trend are so-called dollar stones, which offer very small quantities of products at very low prices.
Manufacturers make huge batches of products; consumers want to consume just one unit. Therefore, retailers buy in large quantities and offer the consumer exactly the quantity they want. On the other end of this trend are so-called dollar stones, which offer very small quantities of products at very low prices.
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This categorization depends on the extent of search or shopping activity of the consumer is willing to undertake.
This categorization depends on the extent of search or shopping activity of the consumer is willing to undertake.
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Improper use of authority, economic power, physical force, or other such advantage, by a party to compel another to submit to the wishes of its wielder.
Improper use of authority, economic power, physical force, or other such advantage, by a party to compel another to submit to the wishes of its wielder.
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Taking advantage of an individual or situation for one's full benefit. Ex: Paying illegal
Taking advantage of an individual or situation for one's full benefit. Ex: Paying illegal
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the demand process revolves around all the issues that are related to planning customer interactions, satisfying their needs, and fulfilling orders perfectly.
the demand process revolves around all the issues that are related to planning customer interactions, satisfying their needs, and fulfilling orders perfectly.
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It describes different classes of goods that constitute the product offering that is the breadth of the product lines.
It describes different classes of goods that constitute the product offering that is the breadth of the product lines.
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sponsored by manufacturers to stimulate channel member sales efforts for their products are another popular form of promotion.
sponsored by manufacturers to stimulate channel member sales efforts for their products are another popular form of promotion.
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This term was first used to describe the activities of manufacturer's salespeople who were sent specifically to convince distributors that they should handle the manufacturer's new products.
This term was first used to describe the activities of manufacturer's salespeople who were sent specifically to convince distributors that they should handle the manufacturer's new products.
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"word of mouth", Techniques for increasing the brand image of the company
"word of mouth", Techniques for increasing the brand image of the company
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Sale of a brand name products at a very low price by unauthorized dealers.
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An unofficial market where securities are traded.
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This generally occurs when a stock that has been suspended trades off-market, or when new securities are bought and sold before official trading begins.
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This is an unofficial one, but is not illegal
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Sale of a brand name products at a very low price by unauthorized dealers.
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An unofficial market where securities are traded.
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This generally occurs when a stock that has been suspended trades off-market, or when new securities are bought and sold before official trading begins.
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This is an unofficial one, but is not illegal
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Define technical aspects of the website: software, hardware, communication protocols, content management, system maintenance, web administration and payment systems.
Define technical aspects of the website: software, hardware, communication protocols, content management, system maintenance, web administration and payment systems.
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Define the main strategy variables that will define the presence of your company on the web: current situation, competitors, clients, objectives and strategies of the web presence.
Define the main strategy variables that will define the presence of your company on the web: current situation, competitors, clients, objectives and strategies of the web presence.
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Involves the use of social media as a channel to promote tourism, Users generate their own contents on Facebook, YouTube, Instagram and Twitter.
Involves the use of social media as a channel to promote tourism, Users generate their own contents on Facebook, YouTube, Instagram and Twitter.
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- Very useful for companies that have low incomes
- The techniques are usually directed at specific market niches
- Most usual techniques: Publishing of expert content. Sending newsletters, creating a blog
- Blue jacking: promotional messaged via Bluetooth to PC' sand mobile
- Active participation in fora
- Very useful for companies that have low incomes
- The techniques are usually directed at specific market niches
- Most usual techniques: Publishing of expert content. Sending newsletters, creating a blog
- Blue jacking: promotional messaged via Bluetooth to PC' sand mobile
- Active participation in fora
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- Consumer promotions are designed by people from marketing in consultation with salespeople and operated by salespeople.
- Trade promotions are designed the consumer and trade promotions used.
- The information to be collected from the consumer and trade promotions will serve as the basis on the evaluation to know the effectiveness of the promotions operated.
- Consumer promotions are designed by people from marketing in consultation with salespeople and operated by salespeople.
- Trade promotions are designed the consumer and trade promotions used.
- The information to be collected from the consumer and trade promotions will serve as the basis on the evaluation to know the effectiveness of the promotions operated.
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Integrate the offline and online strategies of the company. Detail the pricing strategy that one will apply in each of the chosen distribution channels, both online and offline.
Integrate the offline and online strategies of the company. Detail the pricing strategy that one will apply in each of the chosen distribution channels, both online and offline.
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- This includes promotions operated by product/pack-size during the year, the objectives set and the actual sales achieved, the cost of the promotion and reaction of competitors.
- This helps in the scheduling of promotions and knowing the effectiveness of the promotions used.
- The purpose is to use past data to plan future promotions better.
- This includes promotions operated by product/pack-size during the year, the objectives set and the actual sales achieved, the cost of the promotion and reaction of competitors.
- This helps in the scheduling of promotions and knowing the effectiveness of the promotions used.
- The purpose is to use past data to plan future promotions better.
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- This is the sales done by company to the distributors.
- All dispatches from the company warehouses to the distributors form the primary sales and can be captured every day.
- The purpose is to plan future dispatches in line with the quotas.
- This is the sales done by company to the distributors.
- All dispatches from the company warehouses to the distributors form the primary sales and can be captured every day.
- The purpose is to plan future dispatches in line with the quotas.
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A uniquely American business phenomenon The fanchisor recruits into its franchise system (in most any business category, offering goods or services) a retailer who is already engaged, as a successful independent operator, in the franchisor's line of business.
A uniquely American business phenomenon The fanchisor recruits into its franchise system (in most any business category, offering goods or services) a retailer who is already engaged, as a successful independent operator, in the franchisor's line of business.
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High indebtedness and economic and political instability decrease the value of a country's currency.
- Foreign firms want payment in hard currency with profit-repatriation rights, but these options are not available in many markets.
High indebtedness and economic and political instability decrease the value of a country's currency.
- Foreign firms want payment in hard currency with profit-repatriation rights, but these options are not available in many markets.
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Governments place many regulations on foreign firms
Governments place many regulations on foreign firms
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Governments often impose high of these to protect their industries. They also resort to invisible trade barriers such as slowing down important approvals and inspections, and requiring costly product adjustments.
Governments often impose high of these to protect their industries. They also resort to invisible trade barriers such as slowing down important approvals and inspections, and requiring costly product adjustments.
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electronic commerce involves retailing products and services to individual shoppers
electronic commerce involves retailing products and services to individual shoppers
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electronic commerce involves sales of goods and services among businesses
electronic commerce involves sales of goods and services among businesses
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electronic commerce involves consumers selling directly to consumers
electronic commerce involves consumers selling directly to consumers
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