Channel Conflict Challenges

This activity highlights several common channel conflict situations, across three different industries. For each situation, your task is to determine how you could minimize the level of conflict.



Chemists (drug stores) and Supermarkets

Pharmaceutical (drug/medicine) companies make a broad range of products. Some must be sold via chemists/pharmacies (such as medicines), whereas some can be sold in supermarkets (such … See the full activity...

Working with Customer Lifetime Value

In this activity, you need to work through a customer lifetime value exercise (CLV). You need to calculate the customer lifetime value for both the accounting firm’s business and individual customers. Given these calculations, what advice would you have for the firm?



An accounting firm currently provides accounting and taxation advice to 1,000 businesses and 2,000 individuals. In … See the full activity...

Benefits of Strategic Alliances

Below is a list of possible and actual strategic alliances. Your task in this activity is to first identify the benefits and risks associated with each of the ventures. You also need to determine the extent to which customers will also benefit. On the basis of this assessment, you then need to decide whether the alliance, in your opinion, should See the full activity...