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A Regional Association with a Global Perspective
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Channel Decisions
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Channel Decisions
20 pages

Channel Objectives And Constraints Customer Characteristics Product Characteristics Middleman Characteristics Selection And Care Of Distributors And Agents. Channel Structure Consumer Products Industrial Products Channels In Less Developed Countries International Channel Innovation Channel Strategy For New Market Entry Case Example: Japan Six Steps To A Japanese Distribution Strategy Selecting Agents And Distributors Your Game Plan Competitors' Distributors. Banks. Directories. Trade Shows. Mail Solicitation. Checking Up On Them Credit Reports. Narrowing The List How Do The Distributor's Principals Rate Him? See The Operations Up Close. Personality Type. Guidelines For Terminating Agents And Distributors The Export Adviser Approach: Termination As Strategy Confusion Over Terms Common Ground Rules Key Terms Index summary

Channel decisions are difficult to manage globally because of the variety of channel structure from country to country. Nevertheless, certain patterns of change associated with market development offer the global marketer who recognises this pattern the opportunity to innovate and gain a competitive advantage in the channels.

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