Subtopics: Direct sales, Channel sales, Manufacturer’s Reps, Supply chains, Relationships among physicians and hospitals, Legal restrictions (esp. Stark Law) to hospitals buying services for physicians
Learning Objectives:
Undergraduate students should be able to
- Define distribution
- List distribution approaches and pros and cons
- Explain the concept of channel structure and channel alternatives
- Identify the varying levels of distribution intensity and implementation alternatives
Graduate students should also be able to
- Evaluate distribution approaches
- Analyze the impact of competitors on distribution approaches
- Explain the concept of vertical marketing systems and its application in healthcare
- Apply retailing as a distribution strategy