2/20/2014.

STEPHEN DJOKOTOE.

DUE DATE: February 22, 2014. Time: 9:00 PM (Absolutely).

SUBJECT: MARKETING MANAGEMENT AND INNOVATION.

WEEK 8 : Distribution Decisions Competencies.

Textbook: MARKETING MANAGEMENT. 14TH Edition ( 2012 )

Authors: Kotler, P., and Keller, K. ( K - K )

Required Readings:

Chapter 15 - Designing and Managing Integrated Marketing Channels.

Chapter 16 - Managing Retailing, Wholesaling, and Logistics.

Recommended Reading:

Lu, Q., & Liu, N. (2013) Pricing games of mixed conventional and e-commerce distribution channels.

Computers & Industrial Engineering, 64(1), 122 - 132.

Marianne, S. (2013). The Issue of Multichannel Integration, a Key Challenge for Service Firms in a Context of Multichannel Services Distribution.

International Business Research, 6(2), 160 - 167.

Samaha, S., Palmatier, R., & Dant, R. (2011) Poisoning Relationship: Perceived Unfairness in Channels of Distribution.

Journal of Marketing, 75(3), 99 - 117.

Week 8 - PREVIEW:

Distribution decisions could be its own course. IN fact, it could be several courses including Channel Management, Retail Management, E-Commerce, Sales Management and Logistics. Marketing Managers need to be aware of the myriad decisions that businesses need to make regarding how to get their product ( good or service ) to market. It is also important to note how each channel decision impacts the other elements of a brand’s marketing strategy. For example, what is the impact of selling an expensive product through a discount retailer? How do you balance your retail price with your company direct (online) price? How will your competitors react if we integrate our channel?

ASSIGNMENT:

Length of Solution: Single space, 1 inch borders, not more than 2 pages or as the Solution will accommodate - including references. The uses of material from other sources permitted but must cite materials from textbook. References in APA format.

DUE DATE: February 22, 2014. Time : 9:00 PM..

PLEASE SEE THE NEXT PAGE FOR ASSIGNMENT DETAILS.

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STEPHEN DJOKOTOE.

DUE DATE: February 22, 2014 - 9:00 PM.

A TITLE OR COVER PAGE IS NOT REQUIRED BUT YOU MUST GIVE YOUR WORK AN APPROPRIATE TITLE, SUCH AS : MT-2 Distribution ……etc

WEEK 8 - MT-2: Distribution Channels Case - Business to Business (B2B).

Choose an organization that creates products that are sold to other businesses and uses at least two different sales channels (the organization may or may not use any intermediaries). (My choice here is DELL - sells to both businesses and consumers).

Briefly describe the organization, its target market, its competitive situation, and the products that it produces (NOTE: If the company is very large and produces many diverse product lines, you should narrow your focus to just one division or product line of that company).

Classify and describe the multi-channel distribution system for the product line and assess the appropriateness of its design in relation to its desired service output levels (e.g. lot size, waiting time, spatial convenience).

Explain how the distribution system does or could operate as an integrated logistics system ( i.e., use of information technology to accomplish and/or coordinate such logistical processes as ordering, warehousing, inventory, shipping) and the benefits associated with that system strategy, or why a ILS doesn’t make sense for the organization.

Please give a great deal of thought and consideration to your selection of the organization and the product that will be used in your case. Your selection must meet the following criteria:

The organization must produce physical product that is eventually sold to businesses ( if it sells to both businesses and consumers, just concentrate on the business-to-business channel).

The organization must sell its products through two or more channels, (e.g., online sales, telephone sales, sales force). indicate how your organization meets these criteria in your analysis.

Please note: if the references have to go on a separate page, it is alright.

Single space with 1 inch borders, 2 pages or as the Solution will accommodate - including references.

Textbook: Marketing Management- 14th Edition ( 2012)

Authors: Kotler, P., & Keller, K.

Upper Saddle River, NJ. Person Educarion Inc.