Yesterday, Lorinda overheard a surprisingly unpleasant encounter between the manager of the hardware store where she works and a sales rep who sells a well-known line of tools. The rep insisted that his tools should be more prominently displayed and that a better assortment would mean more sales. The manager had other plans and told him so, and the conversation turned into a loud argument. What Lorinda observed was an example of
A) sales tactics.
B) channel conflict.
C) retail strategy tension.
D) passive aggressive behavior.
E) a failure of CPFR processes.

Question

Quizplus · Accepted Answer

The situation described is an example of channel conflict, which occurs when different members of the distribution channel have different goals and interests that conflict with each other. In this case, the sales rep and the manager of the hardware store have different ideas about how to increase sales of the tools, leading to a heated argument.

Yesterday, Lorinda Overheard a Surprisingly Unpleasant Encounter Between the Manager