Basic Marketing 18E Ch. 11

Front 1

Place

Back 1

Making goods and services available in the right quantities and locations, when customers want them

Front 2

Channel of Distribution

Back 2

any series of firms or individuals who participate in the flow of products form producer to final user or consumer

Front 3

Direct Marketing

Back 3

Direct Communication between a seller and an individual customer using a promotion method other than face-to-face personal selling

Front 4

Discrepancy of quantity

Back 4

the difference between the quantity of products it is economical for a producer to make and the quantity final users or consumers normally want

Front 5

Accumulating

Back 5

Collecting products from many small producers

Front 6

Discrepancy of assortment

Back 6

the difference between the lines a typical producer makes and the assortment final consumers or users want

Front 7

Regrouping Activities

Back 7

adjust the the quantities or assortments of products handled at each level in a channel of distribution

Front 8

Bulk-breaking

Back 8

dividing larger quantities into smaller quantities as products get closer to the final market.

Front 9

Sorting

Back 9

separating products into grades and qualities desired by different target markets.

Front 10

Assorting

Back 10

Putting together a variety of products to give a target market what it wants.

Front 11

Traditional channel systems

Back 11

the various channel members make little or no effort to cooperate with each other

Front 12

channel captain

Back 12

a manager who helps direct the activities of a whole channel and tries to avoid or solve channel conflicts.

Front 13

Vertical marketing systems

Back 13

channel systems in which the whole channel focuses on the same target market at the end of the channel

Front 14

Corporate channel systems

Back 14

corporate ownership all along the channel

Front 15

vertical integration

Back 15

Acquiring firms at different levels of channel activity.

Front 16

Administered Channel Systems

Back 16

the channel members informally agree to cooperate with eachother

Front 17

Contractual Channel Systems

Back 17

the channel members agree by contract to cooperate with each other

Front 18

Ideal Market Exposure

Back 18

Makes a product available widely enough to satisfy target customers' needs but not exceed them

Front 19

Intensive Distribution

Back 19

Selling a product through all responsible and suitable wholesalers or retailers who will stock or sell the product

Front 20

Selective Distribution

Back 20

selling through only those intermediaries who will give the product special attention

Front 21

Exclusive Distribution

Back 21

selling through only one intermediary in a particular geographic area

Front 22

Multichannel Distribution

Back 22

occurs when a producer uses several competing channels to reach the same target market

Front 23

Reverse channels

Back 23

channels used to retrieve products that consumers no longer want

Front 24

Exporting

Back 24

Selling some of what the firm produces to foreign markets

Front 25

Licensing

Back 25

Selling the right to use some process, trademark, patent, or other right for a fee or royalty.

Front 26

Management contracting

Back 26

The seller provides only management and marketing skills

Front 27

Joint Venture

Back 27

A domestic firm enters into a partnership with a foreign firm

Front 28

Direct Investment

Back 28

A parent firm has a division in a foreign market