Distribution Channels

Hamish E. Macarthur and Merlin Stone

Chapter Chapter 8 in How to Market Computers and Information Technology, 1994, pp 128-161 from Palgrave Macmillan

Abstract: Abstract A distribution channel is the mechanism by which a product or service is made available to the customer. It can be defined institutionally (dealers, retailers) or as a set of tasks. A channel consists of two processes: (1) A physical process — concerned with the non-monetary aspects of physical distribution, warehousing, retail location, etc. We might call this aspect the production or logistics aspect of distribution. (2) A commercial process — the process by which title is transferred from the supplier to the final customer and payment transferred from him.

Keywords: Distribution Channel; Customer Base; Product Range; Sales Force; Channel Member (search for similar items in EconPapers)
Date: 1994
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DOI: 10.1007/978-1-349-13402-1_8

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