Management and Organizational Studies 2320A/B Chapter Notes - Chapter 12: Direct Market, Logistics, Direct Marketing

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2320A/B
• Professor: John White

Document Summary

Channel structure: distribution system may take the form of direct distribution, indirect distribution, multichannel distribution, or some combination of these forms. Multichannel distribution: using combination of both direct and indirect distribution channels, some companies engage a sales force to deliver products to customers while others pursue a direct marketing approach through the use of catalogues. Distribution intensity: number of channel members to use at each level of the supply chain, commonly divided into three levels: intensive, exclusive, selective. Intensive distribution: designed to get products into as many outlets as possible, most other nationally branded products found in grocery and discount stores strive for and often achieve intensive distribution. Exclusive distribution: granting exclusive rights to sell to one or very few retail customers so no other customers can sell a particular brand, benefit manufacturers by assuring them that the most appropriate customers represent their products.