Chapter 8: Distribution Decisions

Chapter Summary:

In this chapter, we cover the basics of distribution, including defining what channels of distribution are, examining the key functions and parties within a distribution system, and evaluating the role distribution serves within the overall marketing strategy.  Also, we look at the major types of channel arrangements and the factors affecting the creation of effective distribution channels.  We conclude with a discussion of different distribution design options and look at the issues global marketers face when distributing beyond their home country.

Key Issues:

  • Importance of Distribution
  • Distribution Activities
  • Type of Channel Members
  • Why Distribution Help is Needed
  • Channel Arrangements
  • Factors in Creating Distribution Channels
  • Overall Distribution Design
  • Distribution in Global Markets

Links to Cited References:

(note: Some links may no longer be active, if this is the case check Accessing Marketing Stories for hints on accessing.)

  1. Olson, E., “Marketing Fanciful Items in the Lands of Make Believe,” New York Times, September 6, 2010.
  2. website.
  3. Barrett, A., “How to Adapt Products for Different Markets,” Inc. Magazine, October 1, 2010.
  4. “Coke Pays $715 Million to Distribute Dr Pepper,” USA Today, June 7, 2010.
  5. Dodes, R. and C. Passariello, “Luxury Brands Stake Out New Department Store Turf,” Wall Street Journal, May 4, 2011.
  6. Starbucks website.
  7. Starbucks website.
  8. Demery, P., “Getting Web Feet,” Internet Retailer, March 31, 2010.
  9. “Become a Supplier,” Walmart website.
  10. Needleman, S. E., “How a Start-Up Landed Shelf Space at Wal-Mart,” Wall Street Journal, September 23, 2011.
  11. Jargon, J., “Quiznos Carves Out Broader Niche,” Wall Street Journal, March 1, 2010.
  12. Klonsky, E., “How to Sell Your Product in Canada,” Inc. Magazine, January 19, 2011.


Chapter 9: Retailing
Chapter 7: Managing Products