Premium Essay

Managing Channel Member Behaviour

In: Business and Management

Submitted By sonalikakar
Words 5133
Pages 21

A project for Sales and Distribution Management

Submitted to Prof. Jaideep Mukherjee

Submitted By:
Group No. 19
Renuka Dabas (Roll No. 11PT2-59)
Sonali Jethi (Roll No. 11PT2-65)

TABLE OF CONTENTS S. No. | Title | Page No. | 1 | Introduction | 3 | 2 | Channel Conflicts | 3 | 3 | Causes of Channel Conflict | 4 | 4 | Effects of channel conflict | 5 | 5 | Types of Conflicts | 5 | 6 | Minimizing and Managing Channel Conflict | 7 | 7 | Channel conflict or Channel Choice | 8 | 8 | Distributor Sales Force Motivation/Channel Member motivation | 8 | 9 | Training of Distributor Sales Force | 10 | 10 | References | 13 |

A distribution channel or 'route-to-market' is a 'path' or 'pipeline' through which goods and services flow in one direction (from vendor to the consumer), and the payments generated by them flow in the opposite direction (from consumer to the vendor). Most products are purchased from channel intermediaries whose main purpose is to deliver product from the manufacturers to the end users. The purpose of a channel intermediary is to move products to consumers, whether business or consumer. Channel intermediaries consist of wholesalers, agents or brokers, distributors, dealers, retailers. Channel members can have transactional function, logistical function, inventory storage function or a facilitating function.
Channel intermediaries are extremely important in the chain of delivering product or service to the customer. Thus it is important to manage the behaviour of the channel members in order to deliver the value proposition and to obtain effective and efficient achievement of the overall objective of the channel. Managing channel member behaviour in simple words means managing the mutually profitable relationships with the members of the channel so that the activities...

Similar Documents

Premium Essay

Effective Communication

...with multitude problems that hinder the success of the organisation. A major contributing factor to their failure is poor communication. Communication is defined in numerous ways, but here is one that can be associated within the workplace; “any behaviour – verbal or nonverbal- that is perceived by another,” taken from The Business Communication Handbook by Judith Dwyer or “an exchange of words, feelings, symbols, gestures, etc. that must be understood and responded too” taken from Understanding Human Communication by Ronald Adler. For effective communication it is known that it’s a two-way process of sending the right message that is also being correctly received and understood by the other person/s. In any organization or everyday situations, we have different types of communication styles taking place. It may be verbal communication, nonverbal, or graphic communication. During the communication cycle or process many miscommunications or interpretations can take place, i.e. anywhere between the sender, the message, the receiver, feedback, the communication channel, context, and noise. It is within this process where the sender encodes an idea or feeling; verbal, nonverbal or graphical and conveys the message via a communication channel to the receiver where he decodes the message and interprets it to his understanding. The recipient understanding of the message would depict whether the message was understood or distorted which will alternatively affect feedback to the......

Words: 1985 - Pages: 8

Premium Essay

A Critical Evaluation of the Impact That Organisational Culture on Both Internal Corporate Communication and Team Dynamics

...teamwork, he sets on a path to change the tide. Gareth Jenkins must confront a number of communication, cultural and team work challenges bedeviling the company at the moment. Underlying the influence of organisational culture on a firm’s communication and team dynamics is the fundamental leadership function. The function of a leader within the organisation is to steer the body towards realisation of a cooperative goal, but within a system of social authority and incentive framework (Schein, 2010). Carmarthen Building Supplies ltd, as a going concern is an organization fragmented into different levels administration, warehousing, customer sales, and part time cleaner. All these function are under the direct control and management of the managing director. Within the system, team dynamics, organisational culture and communication will prove critical towards performance enhancement and efficient operations (Jackson, Joshi &...

Words: 2974 - Pages: 12

Premium Essay

Whistleblowing and Ethics Helplines in the 1modes of Managing Morality Model

...Whistleblowing and ethics helplines in the 1Modes of Managing Morality Model Leon J van Vuuren Department of Human Resource Management University of Johannesburg Abstract The Modes of Managing Morality (MMM) model provides a heuristic device to assist business ethics scholars and practitioners to make sense of the differences that exist in the ways in which different organisations manage their ethics. Although it is difficult to demonstrate a clear distinction between ethics advice and whistleblowing, these activities are often fused in organisations and the seeking of ethics advice may of necessity sometimes spill over to a need for whistleblowing. The extent and ways organisations are tolerant to and utilise ethics communication in each of these modes were illustrated in this paper. In particular, the varied prominence of whistleblowing and ethics advice facilities in each of the reactive (some whistleblowing), compliance (ethics advice supplementary to whistleblowing) and integrity (whistleblowing supplementary to ethics advice) modes were indicated. The seamless integration of ethics talk and ethics advice in the TAO-mode makes whistleblowing superfluous in this mode. The necessity for leaders and managers to acquire an ethics management competence that would, among others, allow them to actively engage in and encourage ethics talk, was emphasised. Keywords: Ethics, ethics talk, hotlines, help lines, help desk, whistleblowing, Modes of Managing Morality Model,......

Words: 8278 - Pages: 34

Premium Essay

Marketing Channels

...[Type the company name] | Marketing channels | 81,105, 117, 93, 69 | | [Type the author name] | 9/21/2010 | Marketing channel: A set of interdependent organizations that help make a product or service available for use or consumption by the consumer or business user Channel level: A layers of intermediaries that the perform some work in bringing the product and its ownership closer to the final buyer. Channel conflict: Disagreement among marketing channel members. Vertical marketing system :A distribution channel structure in which producer wholsers , and retailers act as a unified system one channel members owns the others ,has contracts with them or has so much power that they all cooperate Future vertical marketing system divided in to two .They are 1.conventional marketing system 2.vertical marketing system Vertical marketing system: A vertical marketing system comprises of the producer, wholesaler and retailer acting as a unified system. One channel member, the channel captain owns the members and has so much power that they all cooperate. It arose as a result of strong channel member’s attempts to control channel behaviour. There are three types of VMS: CORPORATE, ADMINISTERED AND CONTRACTUAL. CORPORATE VMS: A corporate VMS combines successive stages of production and distribution under single ownership. For example Sears obtains over 50% of the goods it sells from companies that it partly or wholly owns. ADMINISTERED......

Words: 2012 - Pages: 9

Premium Essay

There Are over 120 Kfc and Pizza Hut Outlets in Singapore, Employing About 5,000 Staff. Both Brands Also Offer Singapore-Wide Delivery Services

...There shall be a semester break of 15 days each in addition to the usual Onam, Christmas and summer holidays. 3. ELIGIBILTY FOR ADMISSION 1. A pass in any Bachelor’s Degree Examination of Mahatma Gandhi University or an equivalent degree of any other universities duly recognized by M.G.University with not less than 50% marks in the aggregate for all parts of examination or a Master’s Degree examination with 50% marks in aggregate. 2. SC/ST students A pass in any Bachelor’s Degree examination is needed for SC/ST candidates 4. ADMISSION PROCEDURE Admission to MBA Degree programme of the study shall be on the basis of merit as determined by MAT/CAT/XAT /MGU-MAT and Group discussion & interview conducted by Mahatma Gandhi University. A five member...

Words: 20659 - Pages: 83

Premium Essay


...involves: * Two or more parties * All parties must benefit * The exchange must meet both parties’ expectations * Value: is defined as a customer’s overall assessment of the utility of an offering based on perceptions of what is received and what is given * Value = quality / price * Value = benefits expected / benefits received * A Market is a group of customers with homogenous (similar) needs/wants * Geographic markets * Product markets * Demographic markets * Players in the market are: * Customers, consumers * Clients * Partners * Society * Ethics: a set of moral principles that guide attitudes and behaviour * Law and Regulatory Bodies: governs the conduct of individuals plus org behaviour, ensuring actions are beneficial/acceptable to society * Corporate Social Responsibility: businesses have an obligation to act in the interest of societies that sustain them * Stakeholders: individuals, organisations and other groups that have a rightful interest in the activities of a business including: * Owners, employees, customers, partners, government The Marketing Mix * A marketing mix describes the elements that marketers need to consider * There are 4; product, price, promotion, place, * Extra 3; people, process and physical evidence * Target market: a group of customers with similar needs/wants Product: * A product is a good,...

Words: 11641 - Pages: 47

Premium Essay

Virtual Teams Essay

...Individual Assignment Two March 21, 2016 Virtual teams have become much more common in organizations and when utilized properly can be extremely effective. Virtual teams are “teams whose members operate across space, time, and organizational boundaries and are linked through information technologies to achieve organizational tasks.” (Steven L.McShane, p. 208) Using a virtual team within a company is quite different than using a traditional team. There are two ways in which virtual teams differ from traditional teams. Virtual teams are “not usually co-located and due to their lack of co-location, members of virtual teams depend primarily on information technologies rather than face-face interaction to communicate and coordinate their work effort.” (Steven L.McShane, p. 208) With the ever changing modes of communication within the workplace having virtual teams can provide many advantages to the company. For one “globalization makes virtual teams increasingly necessary because employees are spread around the planet rather than one building or city.” (Steven L.McShane, p. 210) Virtual teams are excellent for companies which have many different locations in different parts of the world. Virtual teams are able to bounce ideas off of each other and find opportunities to help each other even though they are located so far from each other. Virtual teams also help companies to save money and resources. This is done “by not having a physical location, the......

Words: 1790 - Pages: 8

Premium Essay


...What makes an effective leader? Most people, when asked this question, would probably reply that effective leaders should have desirable traits or qualities such as charisma, foresight, persuasiveness and intensity. It is said that, “there are almost as many different definitions of leadership as there are persons who have attempted to define the concept.”(New York Free Press, 1974). First, leadership must involve other people-followers or subordinates. By their willingness to follow the leader, group members help define the leader’s status and make the leadership process possible. Without followers or subordinates, a person’s leadership qualities will be fall or in other words it would be irrelevant. Second, the leadership process involves an unequal distribution of power among leaders and group members. Leaders can direct some of the activities of group members. This means that the group members are compelled or are willing to obey most of the leader’s directions. The group members cannot similarly direct the leader’s activities, though they will obviously affect those activities in a number of ways. Third, leaders can influence their followers or subordinates, in addition to being able to give their followers or subordinates legitimate directions. In other word, leaders not only can tell their subordinates carry out the leader’s instruction. For example, a group...

Words: 1582 - Pages: 7

Premium Essay


...MARKETING MANAGEMENT Contributors:  Prof. Dr. Ashok Kurtkoti  Prof. Avinash Deshpande  Prof. Dr. Rajendra Bartakke  Prof. Dr. N.J. Chavan  Prof. Pradeep Sadarpatil  Prof. Sandip Kodgire  Prof. Swapnil Patil  Prof. Gaurav Petkar  Prof. Shripad Joshi  Prof. Sheetal Kunjir 1 Marketing Management Session Plan (31st batch PGDM) MARKETING MANAGEMENT : Session Plan Session 1 Topic Introduction: Developing rapport between faculty and students, syllabus overview, about lectures and cases, etc. Defining marketing for the 21st century The Scope of Marketing Core Marketing Concept Company Orientation Toward The Marketplace Marketing Management tasks Scanning the marketing environment , Forecast demand and conducting marketing research Components of a modern Marketing Information System Internal records Marketing intelligence Identifying the major forces The demographic environment The economic environment The socio-cultural environment The natural environment The technological environment The political –legal environment Scanning the marketing environment , Forecast demand, and conduction marketing research The Marketing Research System The Marketing Research Process Chapter No. 2/3 Chapter 1 4 11 18 24 Chapter 3 4 60 61 62 65 66 68 70 71 73 74 Chapter 3 5 82 84 2 6 Creating Customer Value and Customer Relationship Building Customer Value, Satisfaction and Loyalty Customer Perceived Value Total Customer Satisfaction Customer Relationship......

Words: 737 - Pages: 3

Premium Essay

Customer Relationship Management Through the Tesco Clubcard Loyalty Scheme

...International Journal of Retail & Distribution Management Building brand webs: Customer relationship management through the Tesco Clubcard loyalty scheme Jennifer Rowley Article information: To cite this document: Jennifer Rowley, (2005),"Building brand webs", International Journal of Retail & Distribution Management, Vol. 33 Iss 3 pp. 194 - 206 Permanent link to this document: Downloaded on: 15 September 2014, At: 19:08 (PT) References: this document contains references to 37 other documents. To copy this document: The fulltext of this document has been downloaded 17452 times since 2006* Downloaded by UNIVERSITI MALAYSIA SABAH At 19:08 15 September 2014 (PT) Users who downloaded this article also downloaded: Jason J. Turner, Karen Wilson, (2006),"Grocery loyalty: Tesco Clubcard and its impact on loyalty", British Food Journal, Vol. 108 Iss 11 pp. 958-964 Mark D. Uncles, Grahame R. Dowling, Kathy Hammond, (2003),"Customer loyalty and customer loyalty programs", Journal of Consumer Marketing, Vol. 20 Iss 4 pp. 294-316 Jennifer Rowley, (2007),"Reconceptualising the strategic role of loyalty schemes", Journal of Consumer Marketing, Vol. 24 Iss 6 pp. 366-374 Access to this document was granted through an Emerald subscription provided by 313615 [] For Authors If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information......

Words: 7563 - Pages: 31

Premium Essay

Marketing and Consumer Behavior

...SAMPLE ANSWER 01 CAM CAM Diploma Marketing and Consumer Behaviour December 2010 Contents Task 1: Marketing Principles Task 2: Communication Task 3: Communication, Advertising and Media Task 4: Consumer Behaviour Task 5: Channel Behaviour Appendices: Background information to THE AGE Appendices to task 2 4 - 14 15 - 20 21 - 31 32 - 43 44 - 47 48 - 54 References 55 - 57 Task 1 Word count 1618 Marketing Planning Planning is an essential task to ensure THE AGE continues to be a market leader. Drummond et al (2005) suggest planning should be systematic and structured, and is required in order to adapt to the changing business environment. The corporate objectives are at the heart of the marketing planning process (Brassington et al, 2000). The marketing plan will contribute to the corporate plan by developing specific functional strategies and tactics to achieve the corporate objectives. Figure 1.1 demonstrates the process. THE AGEs corporate plan is ‘to build on profits from the previous year and continue to be Britain’s number one quality selling newspaper’. From this, the marketing plan could be ‘to increase the number of subscribers’. Marketing planning process diagram A common framework to use in the planning process is the SOSTAC model, see figure 1.2 Marketing planning process • • Situational Analysis – The first stage of the planning process is to look at where the THE AGE is now - Britain’s number one selling quality newspaper......

Words: 8165 - Pages: 33

Premium Essay

Business Communications

...conclude my essay. At 11am on the 10th September 2009, I participated in a meeting in the offices of Super-serve Financial. This meeting involved myself, my manager Mr. Smith and five other colleagues. The purpose of this meeting was to discuss financial year-end Budgets and work place issues. Mr. Smith commenced the meeting right away although one final member had still not yet arrived. Mr. Smith came prepared and discussed the agenda of the meeting received previously. I skimmed through the agenda beforehand, and based on the subject matter I had already formed an opinion and had decided it was of no interest to me. As Gibson & Hodgett (1990) state, I had demonstrated poor listening skills As I glanced around the room a couple of colleagues seemed disinterested and distracted. I found myself pretending to pay attention, as Gibson and Hodgett (1990) suggest in their theories on ineffective listening habits. Gamble and Gamble (2008) also argue internal noise such as daydreaming contributes to the distribution of the communication channel. A team member joined our meeting ten minutes after it had started. The team member asked Mr Smith if he could recap what was covered. Mr. Smith’s demeanor had changed as displayed by his facial expression....

Words: 1506 - Pages: 7

Premium Essay

Supply Chain

...Words: Ethics, Supply chain. * Assistant Professor, Department of Commerce, University of Jammu, Udhampur Campus. A Monthly Double-Blind Peer Reviewed Refereed Open Access International e-Journal - Included in the International Serial Directories Indexed & Listed at: Ulrich's Periodicals Directory ©, U.S.A., Open J-Gage, India as well as in Cabell’s Directories of Publishing Opportunities, U.S.A. International Journal of Marketing and Technology 186 May 2012 IJMT Volume 2, Issue 5 ISSN: 2249-1058 __________________________________________________________ INTRODUCTION: Supply chain in simple words means sequence of partners/members/intermediaries engaged or involved to supply & manage the flow of manufactured products to the ultimate customers. These partners/members/intermediaries are known...

Words: 5963 - Pages: 24

Premium Essay

Good Communication Is Important in Managing a Team Well.

...Good Communication is important in managing a team well. Introduction Communication is one of the basic functions of management in any organization, it is central to manage a team. The communication process represents an exchange of messages; it is a process of transmitting information, ideas, thoughts, opinions and plans between various parts of an organization. By successfully getting the massage across we convey our thoughts and ideas effectively. The way we communicate has a big impact on our ability to get on with people and get the things that we want. “Communication is considered a key ingredient in the recipe for business success” Greenberg (1995:331). Communication skills and the ability to work with others are the main factor contributing to job success, and managing a team. Communication as a process in organization Communication can be defined as the process of meaningful interaction among human beings. “It is the act of passing information and the process by which meanings are exchanged so as to produce understanding.” Mellor (1990:7). People communicate all the time in different ways and levels. Effective communication depends on the right people getting the right information, in the right form, at the right time. It also depends on people’s willingness to receive the communication. Good communication is a two-way process of giving, receiving and responding. (Adirondack, 1998:51) Greenberg (1995) defines communication as the process by which......

Words: 1682 - Pages: 7

Premium Essay

Asignment Brief Orgin

...Assessment Brief Distribution date: w/c 20/05/2013 Submission deadline: 29/07/2013 Result and feedback date: 4 weeks from the deadline Assessment Brief Unit Details: Unit Code: Organisations and Behaviour (Unit 3) Programme Name: BTEC Higher National Diploma (HND) in Business Awarding body: Edexcel Unit Level (QCF): QCF-4 Academic term: May - July 2013 Course Details | Course Name | BTEC Higher National Diploma (HND) in Business | Unit number | 3 | Unit Name | Organisations and Behaviour | Credit Value | 15 | Lecturer | Antonios/Hillary/Ousman/Raazia/Sunday/Victor | Hand Out/Issue Date | w/c 20.05.2013 | Submission Deadline | 29 July 2013 | Introduction Students are expected to write a report covering the points listed under each of the learning outcomes. To achieve a pass in this unit, you must successfully address all of the assessment criteria listed (P1-P12). We expect all students to achieve their potentials and would encourage you to address all pass criteria, merit and distinction descriptors. For certain tasks students are encouraged to use real life examples and/or the scenario provided below. There is not set format for this report. However, like all business report you should have an introduction and a conclusion. Scenarios A Coca-Cola Great Britain People often assume that The Coca-Cola Company bottles and distributes its own beverages. For the most part, it does not. The Company's......

Words: 2707 - Pages: 11