chap 4

25問 • 1年前

問題一覧

The system generated by any process of interaction on the sociocultural level, between two or more actors.

Social System

When these individuals or collectivities (firms or agencies) interact as members of the marketing channel, an inter organizational social system exists.

Social System

conflict exists when a member of the marketing channel perceives that another members actions impede the attainment of his or her goals.

Conflict

In the process of both competition and conflict the goals (of the various units) are perceived to be incompatible, and the units are striving respectively to attain these goals.

Schmidt and Kochan

A role is a set of prescriptions that define what the behavior of position members (such as a member channel) should be.

Role Incongruities

Sometimes conflict stems from a disagreement between channel members over the allocation of some valuable resources needed to achieve their respective goals.

Resource Scarcities

Perceptions refers to the way that an individual selects and interprets environmental stimuli. The way such stimuli are perceived, however, is often quite different from objective reality.

Perceptual Differences

various channel members have expectations about the behavior of other channel members.

Expectational Differences

channel members explicitly or implicitly carve out for themselves an area of decision-making that they feel is exclusively theirs.

Decision Domain Disagreements

each member of the marketing channel has his or her own goals.

Goal Incompatibilities

Communication Difficulties – communication is the vehicle for all interactions among the channel members, whether such interactions are cooperative or conflicting

Communication Difficulties

it shows a negative relationship indicating that, as the level of conflict increases, channel efficiency declines.

Negative Effect – Reduced Efficiency

it shows that the existence of conflict has caused no change in channel efficiency. Hence, the effect of conflict on input levels necessary to achieve distribution objectives is insignificant.

No Effect – Efficiency Remains Constant

It shows that the conflict shown to cause an increase in channel efficiency.

Positive Effect – Efficiency Increased

by combining the three models, a general curve showing the possible effects of conflict on channel efficiency results.

Conflict and Channel Efficiency – General Curve

aimed at finding a method for early detection of channel conflict.

Detect conflict or potential conflict

a growing body of literature has been emerging to assist the channel manager in developing methods for measuring conflict and its effects on channel efficiency. Develop a scale for measuring the intensity of conflict between producers and distributors of building products.

Appraise the possible effects of conflicts

when conflict exists in the channel, the channel manager should take action to resolve the conflict if it appears to be adversely affecting channel efficiency.

might be established for periodic evaluations of emerging problems related to conflict.

A channel-wide committee

by the committee (or some other vehicle) – that takes into account the goals and special capacities of the various channel members, the needs of consumers, and environmental constraints – would help to mitigate the effects of conflicts

Joint goal-setting

position might be created for each major firm in the channel. The individual(s) filling this position would be responsible for exploring the firm’s distribution-related problems.

A distribution executive

the degree to which the total investment in the various inputs necessary to achieve a given distribution objectives can be optimized in terms of outputs.

Channel Efficiency

has been described as “the glue that holds together a channel of distribution”.

Communication

BASES OF POWER FOR CHANNEL CONTROL

Reward power, Coercive power, Legitimate power, Referent power, Expert power

Two Basic Behavioral Problems in Channel Communications

Differing goals , Language differences

exam

Lydster Joy Baquero Alonzo · 24問 · 1年前

exam