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Channel Escalation
The process of expanding a product�s presence from smaller, niche channels to larger, more mainstream ones, often to increase market penetration.
Implications
The process of addressing and resolving issues or conflicts within a sales or distribution channel by escalating the matter to higher levels of management or through formal dispute resolution mechanisms.
Example
Example: A tech company faces a channel escalation when a distributor fails to meet agreed sales targets, leading to intervention by senior management to resolve the issue and renegotiate terms.
Related Terms
Different from channel conflict, which is the underlying issue, escalation is the process of bringing the problem to higher authority or more formal resolution pathways.
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