Professional Documents
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Principles of Marketing,
Arab World Edition
Philip Kotler, Gary Armstrong, Anwar Habib, Ahmed
Tolba
Presentation prepared by Annelie Moukaddem Baalbaki
CHAPTER FOURTEEN
Managing Marketing Channels
12.7 Retailing
12.8 Retailer Marketing Decisions
12.9 Wholesaling
12.10 Agents and Distributors
Supply chain make and sell view includes the firms raw
materials, productive inputs, and factory capacity.
1. Types of intermediaries
Sales force, manufacturer's agency, industrial
distributors
2. Number of marketing intermediaries
Intensive, exclusive, selective
3. Responsibilities of channel members
Price policies, conditions of sale, territorial rights
Ch 14 - 28
Channel Design Decisions
Designing International Distribution Channels
Amount of service
1. Self-service
2. Limited service
3. Full service
Product Line
1. Specialty stores
2. Department stores
3. Supermarkets
4. Convenience stores
5. Hypermarkets
6. Service retailers
Relative Prices
1. Discount stores
2. Independent Off-price retailers
3. Factory outlets
Organizational Approach
1. Chain stores
Corporate chains
Voluntary chains
Retailer cooperative
2. Franchise organizations
3. Merchandizing conglomerates
Wholesaling includes all activities involved in selling goods and services to those buying for
resale or business use.