Question

Lauren could tell something was not right. She has always thought that sales representatives were always pleasant to the customers. The sales rep who sold a well-known line of tools to the hardware store where she worked was anything but pleasant to her manager. The rep was insisting that his tools should be more prominently displayed and a better assortment would mean more sales. The manager had other plans and told him so. To say the conversation was unpleasant would be an understatement. What Lauren was observing was an example of:

Answer 1

Answer: channel conflict

Explanation:

Based on the information given, Lauren was observing a channel conflict. A channel conflict occurs when there's a conflict or dispute between the channel partners such as the wholesalers, distributors or retailers.

In this case, the activity of one of them affects the sales or revenue of the other channel partner and the product as a whole.