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.

Business News & Politik

Channel Conflict Brent Driver Zach Evans

Executive Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

A Refresher from Chapter 11 ,[object Object],When a channel member’s perceptions of roles, responsibilities, and accomplishments are not consistent with the perceptions of these facets of behavior by other channel members.

What Causes Channel Conflict? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Internet & Channel Conflict ,[object Object],[object Object],[object Object],[object Object],[object Object]

Motivations for Direct Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Power Struggle ,[object Object],[object Object],[object Object],[object Object],[object Object]

Consumer Power ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Top 10 Signs Your Company is Experiencing Excessive Channel Conflict

Top 10… ,[object Object],[object Object],[object Object],[object Object],[object Object]

Identifying Channel Conflict ,[object Object],[object Object],[object Object]

Hewlett-Packard ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ingram Entertainment ,[object Object],[object Object],[object Object]

Game Rules ,[object Object],[object Object],[object Object],[object Object]

Levi Strauss & Co. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Levi Strauss & Co. ,[object Object],[object Object],[object Object],[object Object],[object Object]

Levi Strauss & Co. ,[object Object],[object Object],[object Object],[object Object]

EJ Footwear ,[object Object],[object Object],[object Object]

Traditional Distribution $100 $50 $25 $12 We keep: $50 - $25 = $25 Retailer keeps: $100 - $50 = $50 Manufacturer Wholesaler Retailer Consumer

Direct Distribution $100 $25 $12 We keep: $100 - $25 = $75 Manufacturer Wholesaler Consumer B2C Website

EJ Footwear Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

EJ Footwear ,[object Object],[object Object],[object Object],[object Object],[object Object]

Channel Cooperation ,[object Object],[object Object],[object Object],Seamlessness ,[object Object],[object Object],[object Object],Collaboration ,[object Object],[object Object],[object Object],[object Object],Manufacturer Support Financial Implications Intangibles Customers Relationship Form

Minimizing Channel Conflict ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Conclusions ,[object Object],[object Object],[object Object],[object Object],[object Object]

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