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INTERNATIONAL CHANNEL PERSPECTIVES PowerPoint Presentation
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INTERNATIONAL CHANNEL PERSPECTIVES

INTERNATIONAL CHANNEL PERSPECTIVES

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INTERNATIONAL CHANNEL PERSPECTIVES

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  1. INTERNATIONAL CHANNEL PERSPECTIVES • THE ENVIRONMENT • BEHAVIORAL PROCESSES • CHANNEL DESIGN • MOTIVATING CHANNEL MEMBERS

  2. THE ENVIRONMENT • Economic • Competitive • Socio-cultural • Technological • Legal/Political

  3. THE DEVELOPMENT OF ALTERNATIVE CHANNEL STRUCTURES • INDIRECT EXPORTING •  Casual Exporting •  Trading Companies •  Trade Intermediaries (Export Management Companies) •  Cooperative or Piggybacking • DIRECT EXPORTING •  Foreign Distributors •  Foreign Agents •  Overseas Marketing Subsidiary

  4. STEPS IN CHANNEL DESIGN • Recognize need for decisions • Set and coordinate distribution objectives • Specify the distribution tasks • Develop alternative channel structures • Evaluate the relevant variables • Choose the “best” channel structure • Select the channel members

  5. EVALUATING VARIABLES AFFECTING CHANNEL STRUCTURE MARKET VARIABLES PRODUCT VARIABLES COMPANY VARIABLES MIDDLEMEN VARIABLES ENVIRONMENTAL VARIABLES BEHAVIORAL VARIABLES

  6. MOTIVATING INTERNATIONAL CHANNEL MEMBERS • FINDING OUT NEEDS AND PROBLEMS • SUPPORTING FOREIGN CHANNEL MEMBERS • LEADING FOREIGN CHANNEL MEMBERS