Tyler Moorer
Marketing Channels
Homework 1
1. How does a management perspective of the marketing channel differ from some other
views of the channel? The management perspective of the marketing channel differs
from some other views of the channel because the management perspective is the
external contactual organization that management operates to achieve its distribution
objectives.
2. Discuss the basic trends over the past 30 years with regard to total wholesale sales for
(a) merchant wholesalers, (b) manufactures’ sales branches and offices and (c) agents,
brokers and commission merchants.
a. Merchant wholesalers- firms engaged primarily in buying, taking title to, usually
storing, and physically handling products in relatively large quantities and then
reselling the products in smaller quantities to others.
b. Manufacturer’ Sales Branches and Offices– Offices owned and operated by
manufacturers but are physically separated from the manufacturing plants.
c. Agents, Brokers, and Commission Merchants- Independent middlemen who do not
take title lto the goods in which they deal, but who are actively engaged in the
buying and selling functions on behalf of others. They are usually compensated in
the form of commissions on sales or purchases. They also go under other names
such as selling agents and import and export agents.
