Beruflich Dokumente
Kultur Dokumente
Actividad de Aprendizaje 4
Distribution channels
Negocios Internacionales
Bogotá 2019
Distribution channels
• The ‘sales and profit’ approach, which postulates that the larger the
percentage of sales and profit contributed by the source firm, the greater
the target’s dependence on the source.
• The ‘role performance’ approach, which assesses the firm’s role
performance in carrying out its role in relation to another company down
or up the channel.
• The ‘specific assets –offsetting investment’ approach, which maintains that
offsetting investments help to safeguard the target company against
opportunism by the source.
Preguntas:
a. Three.
b. Two.
c. Five.
d. Four.
2. Intermediaries make:
a. Process of exchange.
b. Transactions routine.
c. New members.
d. Assortments.