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Channel Management (Fach) / 04 - Channel Structure (Lektion)

Vorderseite Up- and Downside for increasing Selectivity in Coverage (Manufacturers View)
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  • Upside
    • gives channel a better margin
    • motivation over the channel
    • influence over the channel
    • include channel into relationship-specific investments
  • Downside
    • opportunity cost
    • link to profit not clear
    • more coverace = more salesless sales by selective distribution

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