Chapter 13 - A Study On Distribution Channels

Chapter 13 A Study on Distribution Channels “Adversarial power relationships work only if you never have to see or work with the other party again.” - Peter Drucker Outline: I.

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IV. V.

VI. VII.

Nature and Importance of Distribution Systems Nature of Distribution Channels a. Why are Marketing Intermediaries Used? b. Distribution Channel Functions c. Number of Channel Levels Marketing Intermediaries a. Travel Agents b. Tour Wholesalers c. Specialists: Tour Brokers, Motivational Houses, and Junket Reps d. Hotel Representatives e. National, State, and Local Tourist Agencies f. Consortia And Reservation Systems g. Global Distribution Systems h. Internet i. Concierges Channel Behavior and the Organization a. Channel Behavior b. Channel Organization Selecting Channel Members a. Customer Needs b. Attracting Channel Members c. Evaluating Major Channel Alternatives Responsibilities of Channel Members and Suppliers Business Location