managing channel relationships

• channel conflict: the actions of one channel members is precieved as reducing the ability of another to achieve goals 
• mannaged using channel design contracts 
• channel power: when one channel member has influence over the behavior of othe channel members
• channel conflict: occurs when channel members have inconsistent goals 
• vertical conflict: disagreement among channel members that buy and sell to one another 
• exclusivity 
• territial enchroachment 
• example: samsung wants best buy to exclusively carry all it's t.v's but not those of competition brands 
• horizontal conflict : discord among members at the same level 
• price war among retailers of the same product 
• example best buy and sears engage in price war for samsung tv's 
• power: when one channel member has influence over the behavior of other channel members 
• managing channel power; contracts provide a legitamate means of managing power in channel relationships 
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