logging in or signing up 22. Managing channel conflicts sunitharatnakaram Download Post to : URL : Related Presentations : Let's Connect Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Copy embed code: Embed: Flash iPad Dynamic Copy Does not support media & animations Automatically changes to Flash or non-Flash embed WordPress Embed Customize Embed URL: Copy Thumbnail: Copy The presentation is successfully added In Your Favorites. Views: 508 Category: Education License: All Rights Reserved Like it (0) Dislike it (0) Added: March 02, 2012 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... Premium member Presentation Transcript Managing channel conflicts: Managing channel conflicts Chapter 22PowerPoint Presentation: Prof. Sunitha Ratnakaram, Associate Professor, VVSB MBA, M. Phil, MFM, M. SC. (Psychology), UGC – JRF , (Ph. D)In this chapter we will discuss:: In this chapter we will discuss: Sources of conflict Types of conflicts Conflict management techniques Channel leadershipIntroduction : Introduction Conflict has become an inherent part of distribution channels Complaints arise from both the sides Sources and causes of conflicts are many Conflict process can be viewed from the model given withChannel conflict model: Channel conflict model Conflict Management Techniques Causes of conflict Level of conflict Outcomes of conflict Competing roles Clashes over domains Differing perceptions of reality Vertical Conflicts Horizontal conflicts Multi channel conflictsSources of conflict: Sources of conflict Goal incompatibility Incompatibility of goals among channel members Differences in goals within organization Difficulty in measuring goals Inherent conditions Goal conflict in agency relationshipContinued…. : Continued…. Differing perceptions of reality Clashes over domains Product range Population and territory coverage Customer accounts Franchising Performance of channel functionsTypes of conflicts : Types of conflicts Pre-contractual and Post-contractual conflicts Channel level conflicts Vertical channel conflicts Horizontal channel conflicts Multi-channel conflicts At certain level conflict acts a constructive mechanismConflict management techniques: Conflict management techniques They can be divided into 2 categories Systematic mechanism Mechanism based on behavioral & attitudinal responses Some strategies implemented under both categories Negotiation Persuasive mechanism Problem-Solving strategies Political strategies Co-optationNegotiation: Negotiation Usually take place over price, cash credit, discounts, delivery & other elements in Marketing mix Differences commonly seen under asymmetric power conditions: Initial bids Extent of flexibility Time of negotiation Communication content Negotiation outcomeContinued…..: Continued….. Persuasive mechanism Problem-Solving strategies Political strategies Diplomacy Mediation Arbitration Co-optationOther practices: Other practices Personal relationships Error clarification Distribution indicators Meetings Appreciate each channel member’s requirements CommunicationChannel leadership: Channel leadership Role of channel leadership power in resolving conflicts Reward power Coercive power Expert power Referent power Legitimate power You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.