SERVICE OUTPUTS
Chapter 3 with Duane Weaver
OUTLINE
Bucklin’s Theory: determining
channel structure
 TRENDS

B2B
 B2C


Meeting Service Output Demands
Bucklin’s Theory: determining
channel structure

“channel systems remain viable by
performing duties that reduce endusers’ search, waiting time, storage
and other costs…the service
outputs”
Bulk–breaking
 Spatial convenience
 Wait time
 Product Variety

TRENDS - B2B
Outsourcing
 Downsizing
 Alphabet Soup (JIT, EFR)

TRENDS - B2C
Poverty of Time
 Increased Product Knowledge
 Increased Income Polarity
 Increased Self-Employed #s

Meeting Service Output
Demands
Cost
 Competitiveness
 Ease of Entry
 Elements of Marketing Excellence

THANKS!