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Conflicts may arise from:Goal incom
Conflicts may arise from:
Goal incompatibility : Manufacturers want to achieve rapid market penetration through low price policy.
Unclear Roles and Rights : HP may sell personal computers to large accounts through its own sales force, but its licensed dealers may also be trying to sell to large accounts.
Differences in Perception: Disputes between manufacturers and distributors about optimal advertising strategy.
Intermediaries Dependence on Manufacturer : Fortune of exclusive dealers depend totally upon manufacturers’ products and pricing decisions which creates high potential for conflict.
Goal incompatibility : Manufacturers want to achieve rapid market penetration through low price policy.
Unclear Roles and Rights : HP may sell personal computers to large accounts through its own sales force, but its licensed dealers may also be trying to sell to large accounts.
Differences in Perception: Disputes between manufacturers and distributors about optimal advertising strategy.
Intermediaries Dependence on Manufacturer : Fortune of exclusive dealers depend totally upon manufacturers’ products and pricing decisions which creates high potential for conflict.
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Conflicts may arise from:Goal incompatibility : Manufacturers want to achieve rapid market penetration through low price policy.Unclear Roles and Rights : HP may sell personal computers to large accounts through its own sales force, but its licensed dealers may also be trying to sell to large accounts.Differences in Perception: Disputes between manufacturers and distributors about optimal advertising strategy.Intermediaries Dependence on Manufacturer : Fortune of exclusive dealers depend totally upon manufacturers’ products and pricing decisions which creates high potential for conflict.
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Konflik dapat timbul dari:
Goal ketidakcocokan: Produsen ingin mencapai penetrasi pasar yang cepat melalui kebijakan harga rendah.
Peran yang tidak jelas dan Hak Asasi: HP mungkin menjual komputer pribadi untuk account besar melalui tenaga penjualan sendiri, tapi dealer berlisensi juga dapat mencoba untuk menjual ke account besar.
Perbedaan Persepsi:. Perselisihan antara produsen dan distributor tentang strategi periklanan optimal
Perantara Ketergantungan pada Produsen: Keberuntungan dealer eksklusif bergantung sepenuhnya pada produk manufaktur dan keputusan harga yang menciptakan potensi tinggi untuk konflik.
Goal ketidakcocokan: Produsen ingin mencapai penetrasi pasar yang cepat melalui kebijakan harga rendah.
Peran yang tidak jelas dan Hak Asasi: HP mungkin menjual komputer pribadi untuk account besar melalui tenaga penjualan sendiri, tapi dealer berlisensi juga dapat mencoba untuk menjual ke account besar.
Perbedaan Persepsi:. Perselisihan antara produsen dan distributor tentang strategi periklanan optimal
Perantara Ketergantungan pada Produsen: Keberuntungan dealer eksklusif bergantung sepenuhnya pada produk manufaktur dan keputusan harga yang menciptakan potensi tinggi untuk konflik.
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