INTRODUCTION TO INTERNATIONAL DISTRIBUTION CHANNELS

Need for channel service outputs

Channel tasks and functions

Problems and opportunities

STRUCTURE OF INTERNATIONAL DISTRIBUTION SYSTEMS

Strategic factors for channel choice

Alternative distribution institutions

Export distribution systems

FOREIGN, CROSS-NATIONAL, GLOBAL DISTRIBUTION SYSTEMS

DEVELOPING INTERNATIONAL DISTRIBUTION STRATEGY

Channel design issues

Channel alignment and leadership

MANAGING THE DISTRIBUTION SYSTEMS

Motivating channel participants

Controlling channel participants

FACTORS INFLUENCING THE SELECTION OF CHANNEL MEMBERS

Financial criteria

Product issues

Control issues

Distribution-based alliances

PROCESS MODEL OF EVOLUTION OF INTERNATIONAL DISTRIBUTION SYSTEMS

Role of objectives

Distribution functions required

Capability of channel member

Distribution channel structure in country