Natural conflicts in the channel
Channel conflict has existed for as long as their have been channels. Normally, such conflict arises in three specific areas:
Channel conflict has existed for as long as their have been channels. Normally, such conflict arises in three specific areas:
- Distribution Intensity ' Most manufacturers prefer to have several distributors competing aggressively in the sale of their products while distributors would strongly prefer to have exclusive territories.
- Brand Focus ' Manufacturers, of course, are focused exclusively on their own product line while distributors must focus on a mix of products to satisfy the needs of their customer set.
- Sales Versus Profit ' For a multiplicity of reasons, manufacturers are heavily oriented towards sales growth and market share. Distributors, in sharp contrast, are much more ...
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Natural conflicts in the channel
Channel conflict has existed for as long as their have been channels. Normally, such conflict arises in three specific areas:
Channel conflict has existed for as long as their have been channels. Normally, such conflict arises in three specific areas:
- Distribution Intensity ' Most manufacturers prefer to have several distributors competing aggressively in the sale of their products while distributors would strongly prefer to have exclusive territories.
- Brand Focus ' Manufacturers, of course, are focused exclusively on their own product line while distributors must focus on a mix of products to satisfy the needs of their customer set.
- Sales Versus Profit ' For a multiplicity of reasons, manufacturers are heavily oriented towards sales growth and market share. Distributors, in sharp contrast, are much more ...
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