Learning objectives: –Define the generic channel functions that characterize costly and value-added channel activities. –Understand how the efficiency template helps codify channel function performance according to channel and channel participant. –Describe the role of channel function allocation in designing a zero-based channel. –Recognize how channel function performance leads to appropriate allocations of channel profits among […]

Sidebar 2-1 profiled the computer systems reseller CDW and its success in serving small and mediumsized business buyers through its superior provision of service outputs. Its ability to do so rests on its performance of key channel functions in a more efficient (lower cost) and effective (better at producing service outputs) manner than other channel […]