DISTMAN FINALS

refers to any dispute,

disagreement or other similar issues that may

occur between to or more channels partners in

a channel partnership, where one partner’s

decision affect the other’s business metrics like

profit, sales or market share.

(a)  

Match the following

• VERTICAL LEVEL CONFLICT

• occurs when two or more channels of the same manufacturer compete in the same market and sell the same product at different prices

• MULTI-CHANNEL CONFLICT

• represents a conflict between two parties at different levels in the distribution chain.

• HORIZONTAL CONFLICT

• is a conflict between two partners who operate at the same level in the distribution chain

​ (a)   is a term used in channel relationship management to characterize circumstances in which there is an abundance of ​ (b)   , ​ (c)   , or ​ (d)   in a distribution channel. This may result in ​ (e)   , strained relationships, or inefficiencies. Improving communication, enhancing product offerings, and preserving a healthy resource flow across the channel are some possible solutions to this problem.​

• "Channel clogging"
• data
• messages
• products
• diminished efficacy
• drive
• sales
• marketing
• convenience
• graduates

Pricing Discrepancies: When a product is priced differently across different channels, it can lead to conflict. For example, if a company sells its products at a lower price through its online store compared to retail stores, it may cause resentment among brick-and-mortar retailers.

• Multi-Channel Conflict

• Vertical Channel Conflict

• Horizontal Channel Conflict

• Circular Channel Conflict

Product Availability: If a product is available through multiple channels but is consistently out of stock in one channel while readily available in another, it can create tension and conflict among the channels.

• Multi-Channel Conflict

• Vertical Channel Conflict

• Horizontal Channel Conflict

• Circular Channel Conflict

Promotional Strategies: Conflicts may arise when different channels have conflicting promotional strategies. For instance, if one channel heavily discounts a product while another channel focuses on premium pricing, it can confuse customers and create tension between the channels.

• Multi-Channel Conflict

• Vertical Channel Conflict

• Horizontal Channel Conflict

• Circular Channel Conflict

Customer Service Discrepancies: Differences in customer service levels and support across various channels can lead to dissatisfaction and conflict. For example, if customers receive excellent support through one channel but poor service through another, it can create negative perceptions and conflict.

• Multi-Channel Conflict

• Vertical Channel Conflict

• Horizontal Channel Conflict

• Circular Channel Conflict

Channel Exclusivity: Conflict may arise when a manufacturer sells its products through both direct channels (e.g., company-owned stores) and indirect channels (e.g., third-party retailers) without clear guidelines on exclusivity, leading to competition and resentment between the channels.

• Multi-Channel Conflict

• Vertical Channel Conflict

• Horizontal Channel Conflict

• Circular Channel Conflict

Manufacturer-Retailer Conflict: When manufacturers sell directly to consumers, bypassing retailers, it can create tension between manufacturers and retailers who feel undermined and may retaliate by promoting competing products.

• Multi-Channel Conflict

• Vertical Channel Conflict

• Horizontal Channel Conflict

• Circular Channel Conflict

Manufacturer-Wholesaler Conflict: If a manufacturer decides to sell directly to retailers, bypassing wholesalers, it can lead to conflict with wholesalers who may feel marginalized or seek to retaliate by reducing distribution or promoting alternative brands.

• Multi-Channel Conflict

• Vertical Channel Conflict

• Horizontal Channel Conflict

• Circular Channel Conflict