1. C h a p t e rC h a p t e r 1111

2. 11-2 11-1 11-2 11-3 11-4 11-5 11-6 11-7 3. 11-3 11-1 4. 11-4 1/5 5. 11-5 2/5 6. 11-6 3/5 7. 11-7 4/5 8. 11-8 5/5 9. 11-9 10. 11-10 11-2 11. 11-11 1/3 12. 11-12 2/3 (regular chain, RC) (voluntary, VC) (franchise chain, FC) (cooperate chain, CC) 13. 11-13 3/3 14. 11-14 11-3 15. 11-15 16. 11-16 17. 11-17 18. 11-18 11-4 Customer Characteristics Culture Competition Company Objectives Character Capital Cost Coverage Control Continuity Communication Coordination 19. 11-19 WHAT? WHY? WHEN? HOW? 20. 11-20 21. 11-21 VS 22. 11-22 23. 11-23 24. 11-24 25. 11-25 11-5 ? 26. 11-26 27. 11-27 Distributor Agent 28. 11-28 29. 11-29 30. 11-30 1 31. 11-31 11-6 32. 11-32 33. 11-33 34. 11-34 35. 11-35 36. 11-36 37. 11-37 ! NO !!!!!! 38. 11-38 11-7 39. 11-39 40. 11-40 41. 11-41