Channel Management (Fach) / 04 - Channel Structure (Lektion)
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Up- and Downside for increasing Selectivity in Coverage (Manufacturers View)
Rückseite
- 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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