MM I(13)

DISTRIBUTION AND CHANNEL DECISIONS INTRODUCTION - Value chain & supply chain concepts - Channel chain decisions are linked to marketing strategies with regard to S-T-P decisions - Push & Pull strategies - Companies can choose among a wide variety of channel options - Channel decision based on cost per transaction (sale) of each alternative vis a vis value added per sale NATURE OF MARKETING CHANNELS ROLE OF MARKETING CHANNELS CHANNEL FUNCTIONS AND FLOWS CHANNEL LEVELS Consumer markets & Industrial Markets

INTENSIVE DISTRIBUTION EXCLUSIVE DISTRIBUTION SELECTIVE DISTRIBUTION SERVICE SECTOR CHANNELS CHANNEL DESIGN AND MODIFICATION DECISIONS - ANALYSING CUSTOMER EXPECTATION OF SERVICE OUTPUT LEVELS - FORMULATING OBJECTIVES
-

IDENTIF ICATION & EVALUATION OF CHANNEL ALTERNATIVES

CHANNEL MANAGEMENT DECISIONS i) ii) iii) iv) Selection Training & Motivation Evaluation Mutual services and responsibilities

CHANNEL DYNAMICS

MULTICHANNEL SYSTEM TERMS AND RESPONSIBILITIES OF CHANNEL MEMBERS - Price policy - Conditions of sale - Distributors territorial rights - Mutual services and responsibilities CHANNEL INTEGRATION - VMS & HMS CHANNEL CONFLITS AND RESOLUTION PHYSICAL DISTRIBUTION & LOGISTICS DISTRIBUTION COST ANALYSIS

INFORMATION AND PROMOTION IN THE DISTRIBUTION PROCESS

RETAILING FORMATS AND TYPES OF RETAILING - INDIAN SCENE - COMPLEXITIES - EMERGING SCENARIO TYPES OF RETAILERS NEW RETAIL ENVIRONMENT MODERN TRADE ON LINE RETAILING E COMMERCE B2B & B2C MAIL ORDER PRIVATE LABELS