Sales Channels · Channel conflict · Component
The arbiter
Who rules on cases the boundary does not cover, and how quickly — because disputes arrive with a deadline attached.
The deliverable
What it is
Disputes arrive when a customer is deciding, which means a slow ruling is functionally a decision to lose the deal.
The arbiter should not own either route, or the ruling will be read as self-interested regardless of its merits.
One level in
What it is made of
Each element is a constituent part of the component. Follow one to see the attributes it carries.
Repeated disputes of the same kind mean the rule is wrong, not that the routes are difficult.
The other components in channel conflict
The boundaries
Which route owns which customers, by an explicit rule — because ambiguity is what creates the conflict.
LearnThe mechanism
Deal registration, price floors and whatever else enforces the boundary — because a rule with no mechanism is a preference.
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