Case BUSINESS-TO-BUSINESS MARKETING AND MARKETING CHANNELS

Module 2 – Case BUSINESS-TO-BUSINESS MARKETING AND MARKETING CHANNELS Case Assignment Getting Your Product into the Hands of Consumers It is time to determine how to make your product or service available to the consumer. Using your readings and at least one article from the Trident Online Library’s full-text databases (such as Academic Search Complete, Business Source Complete and/or ProQuest Central), develop a distribution system. Channel Levels Select either direct versus indirect distribution by writing about the pros and cons of both methods. (Research support is required) Needs of Target Market Analyze your target market’s needs. Explain what you know about your target market and what they want from a channel of distribution. (Research support is required) Digital Commerce Is your product/service conducive to digital distribution? You may wish to research a competitive product or service to see if it has a strong digital presence. Or you can engage in general research about going digital. (Research support is required.) Since you are engaging in research, be sure to cite and reference the sources in APA format. The paper should be written in third person; this means words like “I,” “we,” and “you” are not appropriate. For more information see Differences Between First and Third Person. Module 1 – Case HUMAN ELEMENT IN NEGOTIATIONS Case Assignment Begin by reading: Stuhlmacher, A., & Adair, B. (2014). Chapter 10: Personality and negotiation. In Benoliel, M. (Ed.), Negotiation excellence: Successful deal making. 2nd. Ed. Hackensack, NJ: World Scientific Publishing Company. [EBSCO eBook Collection] After reading this assignment, prepare a 3- to 4-page paper in which you discuss the extent to which you agree that being prepared to interact empathically and congenially and to apply the concept of mutuality with those at the negotiating table is key to preparing for success in any negotiations. Explain your reasoning, give some examples and offer some theoretical support from your readings. Draw on the background readings and search in the Trident Online Library to find some papers/articles to support your argument and show them in the reference list.