A study tool that outlines this chapter and the learning objectives it teaches.

Learning Objectives

After reading and studying this chapter, you should be able to answer the following questions:

1. What are the essential elements of an international marketing channel?
2. What key marketing channel decisions must be made in order to efficiently and effectively reach customers in other countries?
3. What types of international marketing distribution channels are available?
4. How can the marketing team effectively manage international channels of distribution?
5. How do marketing managers utilize channel power and oversee negotiation processes?

Chapter Outline

To refer back to the specific topics in your textbook, the page numbers are also displayed below.

Opening Vignette: Mercedes-Benz: Distributing Luxury: pg. 424 - 425

OVERVIEW: pg. 425 - 426

International Marketing Channels: pg. 426 - 428

International Marketing Channel Decisions: pg. 428 - 431

Types of Distribution Channels: pg. 431 - 437

Managing International Distribution Channels: pg. 437 - 444

Managing Channel Power and Negotiation Processes: pg. 444 - 449

Strategic Implications: pg. 450

Tactical Implications: pg. 450 

Operational Implications: pg. 450 

Terms: pg. 450 - 451

Review Questions: pg. 451 

Discussion Questions: pg. 451 - 452

Analytical and Internet Exercises: pg. 452

Case 13. JDA Software Services: pg. 453 - 454