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Discussion Questions:
In addition to the case you may consider referring to corresponding textbook Chapter 12: Designing and Managing Integrated Marketing Channels (pg. 191-204) for more insight into channel concepts.
1. (a) What are the different types of channel conflicts? (b)What types of channel conflicts exist for Weikang?
2. What are the general reasons for trans-boundary sales in China? Explain and discuss.
3. How can trans-boundary sales in China be prevented? Explain and discuss your rationale.
4. What are the advantages and disadvantages of punishing the Liuzhou distributor?
5. (a) Propose a solution for the channel conflicts in Weikang? (b) Justify your proposed solution.
When responding please label (all parts) the questions.
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