This chapter attempts to distinguish the major types of distribution channels firms utilize, including distributors and retailers. Key characteristics are identified of direct channels. Then, indirect channels are detailed, including the major challenges faced in operating them. What determines whether a direct or indirect channel is chosen and implemented by the firm is explained in a clear fashion. However, that said, and in most cases, both direct and indirect channels are utilized by firms in multiple-channel distribution arrangements.

Initially, an attempt is made to provide a precise definition of channel functions, which are so vital to the firm. The tough challenge of gaining acceptable performance of work activities in all the firm’s channels is explained. Then, an analysis is presented of how new technologies can affect the processing and delivery of customer orders. Acknowledgment is made of the impact of brand positioning and value propositions on channel functions. It follows that superior performance of critical channel functions is vital to delighting targeted end-customers and a thorough explanation is given. To conclude, a discussion is provided of the role of supply chain management in the firm and the main steps necessary to be taken in the order management cycle.

Perhaps the major deciding factor in how well firms perform is their understanding of the buying behavior of targeted end-customers and how they utilize this knowledge in shaping the product, price, promotion, and, yes, place or “channels of distribution” strategic variables. In the current business environment, merely satisfying targeted end-customers is not enough. Instead, the firm must “delight” them. Clearly, a major change in targeted end-customer behavior necessitates, no doubt, a monumental change in the organization and coordination of the firm’s marketing channels. How user-generated content and other online information are influencing end-customer search is focused upon. Doing a thorough job of market segmentation is emphasized, based on the identification of relevant demographic, geo-demographic, and activity, interest, and opinion variables. Finally, the top management of the firm and all marketing and sales managers must grasp the five main stages of the buying process, as well as their many implications.

An explanation is given of what channel coordination entails and why it is so important, both internally and externally to the firm. Key coordination objectives are discussed. The importance of pull and push strategy connections to successful channel coordination efforts is stressed. Sufficient channel control is only achieved in both direct channels and indirect channels through effective coordination efforts. How power is built and applied within both direct and indirect channels is elaborated upon. Finally, an explanation is given of how manifest conflict and motivation can impact both channel functioning and subsequent end-customer behavior.

The meaning of motivation is discussed. Focus is given to what should be the most important desired goal in any supplier’s channel systems, specifically, delighting targeted end-customers. An evaluation is then made of how goal-directed behaviors in the firm’s channels can contribute. Valued outcomes that can result from the performance of the right goal-directed behaviors are discussed at both the employee and channel member levels. Why recruitment, hiring, and selection of employees are so critical to channel motivation is emphasized. Next, an examination is made of how effective monitoring and performance appraisal can influence channel motivation. Finally, the major theories of motivation are summarized.

The complexities of human decision-making have been utilised in the advertising and marketing industry. One such way is through cognitive bias; a systematic pattern in thought processes often based on error or unconscious judgement. Advertisers often research the general views and beliefs of their target population, and tailor their advertising to confirm these viewpoints. From a biological perspective, it is not clear why humans possess this ability in cognitive bias; some suggest it may be beneficial in social advancement. The existence of cognitive bias may lead us to question if we have free will – whether we have complete conscious control over our actions. It is established that many decisions are unconscious, but we do also have the capacity to stop automatic behaviours, so we may argue this means we do have free will.

This chapter describes how the behavior of biomaterials under different operating conditions is assessed for safety and efficacy during the medical device design process. The intrinsic properties of biomaterials are evaluated for various requirements such as their mechanical integrity and their reactions to their immediate environment. A selection of standard testing methods to predict the behavior of materials under different conditions are discussed in this chapter.

This chapter discusses the fundamentals of tissue engineering and the different cell types that are pertinent to this field. Typical scaffold fabrication techniques as well as common methods used to evaluate scaffolds, cell growing on scaffolds, and neo-tissue are also presented.

Metals used for medical devices and their properties are discussed in this chapter. Phase diagrams for each metal are also included to help students understand the importance of temperature and its role in determining a specific phase and structure.

It is a principle of international law not only that workers should be free to join trade unions and take part in their activities, but also that trade union autonomy should be respected by the State. Trade unions in the United Kingdom in contrast are subject to detailed regulation by legislation, which undermines their right to promote political objects without restraint, decide their own procedures for the selecting and electing senior officials, and determine when disciplinary powers may be used against those who break the rules. This chapter considers these and other questions, as well as the controversial regulatory role of the Certification Officer.