E-Channel

Front 1

Marketing Channel

Back 1

set of interdependent organizations involved in the process of making a product or service available for use or consumption

Front 2

Market Channel Strategy

Back 2

set of activities focused on designing and managing a marketing channel to enhance a firm’s sustainable competitive advantage and financial performance

Front 3

Fast Moving Consumer Goods (FMCG)

Back 3

Basic goods that people buy regularly without thinking first

Front 4

Service Output

Back 4

elements that describe how the product or service can be bought

Front 5

Ancillary Valued Service

Back 5

Outputs offered through the CDW Channel create a product + Service output bundle

Front 6

Channel Function

Back 6

activities that produce the service outputs demanded by end-users

Front 7

Activity-based costing (ABC)

Back 7

quantity based accounting method that explains how to measure the cost of performance to one organization

Front 8

Channel Management

Back 8

set of interdependent organizations that exchange outputs to make a product or service available for consumption.

Front 9

Channel Intensity

Back 9

how much coverage the supplier should have in various forms

Front 10

Absolute distribution

Back 10

number of outlets in the retail chain

Front 11

Dual Distribution

Back 11

the supplier simultaneously going to market through its own channels and with those of third parties

Front 12

Bait and Switch

Back 12

A downstream channel member advertises one brand, to get customers to visit its site (bait), then persuade those end‐users to buy another brand (switch), on which the seller earns a higher profit

Front 13

Free riding

Back 13

People spend hours learning about a product from a store and then go elsewhere to buy for a lower price. The company bears the costs and other stores gain the benefits

Front 14

Idyosyncratic

Back 14

Cannot be redeployed to another principal

Front 15

Key Account Management (KAM)

Back 15

Department responsible for a given type of customer because of its specific needs

Front 16

Resale Price Maintenance (RPM)

Back 16

The manufacturer sets a price floor, below which no channel members may sell the product

Front 17

Brick and Mortar

Back 17

Theory stating that "physical" stores survive

Front 18

Cherry-picking

Back 18

Adding more channels offer consumers options to choose were to buy, but at the end the manufacturer receives the same sales.

Front 19

The third decision

Back 19

whether the manufacturer will sell directly to consumers, and thus compete directly with its channel partners

Front 20

Logistics

Back 20

Processing and tracking factory goods during their warehousing and delivery stages

Front 21

Inbound logistics

Back 21

flow providing anything needed for manufacturing

Front 22

Supply Chain Management

Back 22

set of approaches utilized to integrate suppliers, manufacturers, warehouses, and stores, so that the merchandise is produced and distributed appropriately and satisfy the service requirements

Front 23

Bullwhip effect

Back 23

Small changes in customer demand are magnified upstream through the supply chain, all the way from the customer to the manufacturer

Front 24

Outbound logistics

Back 24

flow ensuring access to markets and customers

Front 25

Retailing

Back 25

functions and activities involved in the selling of commodities directly to consumers

Front 26

Retail management

Back 26

processes which help the customers to procure the desired merchandise from the retail stores

Front 27

Reverse Logistics

Back 27

activities to retrieve a used product from a final customer and then dispose of or reuse it

Front 28

ABC Distribution Analysis or The 20/80

Back 28

Theory stating that 20% of customers often generate 80% of total sales

Front 29

Forward buying on deals

Back 29

When a retailer buys goods at a discounted price, hold it and sells it in the future

Front 30

Slotting allowances (listing fee, pay-to-stay, fixed trade spending)

Back 30

Fees charged by retailers to place suppliers' products on their shelves

Front 31

Stock Keeping Unit (SKU)

Back 31

Quantity available in inventory for a given (type of) good

Front 32

Gross Margin per Square Feet (GMROS)

Front 33

Electronic Data Interchange (EDI)

Back 33

Mean of transmission of information among supply chain members

Front 34

Efficient Consumer Response (ECR)

Back 34

Data about sales and other figures to know trends

Front 35

Quick Response (QR)

Back 35

Ability to react to sudden changes (e.g : fashion industry)

Front 36

Direct distribution

Back 36

Distribution through own channels

Front 37

Indirect distribution

Back 37

Distribution through third party channels

Front 38

Master wholesaler

Back 38

Wholesaler which sells only to other regional wholesalers.

Front 39

Agent

Back 39

Body purchasing from the company and taking a commission

Front 40

Commission agent

Back 40

Body organizing meetings between buyer and seller, and taking a commission after a deal

Front 41

Master wholesaler

Back 41

Wholesaler which sells only to other regional wholesalers.

Front 42

Agent

Back 42

Body purchasing from the company and taking a commission

Front 43

Authorized Franchise system (Franchising strategies)

Back 43

The franchisor authorizes sellers to use its brand name for promotional reasons

Front 44

Business format (Franchising strategies)

Back 44

The franchisor authorizes sellers to use its brand name to conduct an entire business

Front 45

e-Business

Back 45

Digital enabling of transactions and processes

Front 46

e-Commerce

Back 46

Relationship limited to commercial transactions

Front 47

Electronic Clearing Service (ECS)

Back 47

Electronic system that facilitates paperless credit/debit transactions linked to a bank account. It is useful for periodic and repetitive payments

Front 48

Enterprise Resource Planning (ERP)

Back 48

Software allowing an organization to manage the business and automate back office functions, including product planning, development, manufacturing, sales and marketing.

Front 49

Pure Play distributor

Back 49

Retailer which started and conducts its business exclusively online, without physical stores

Front 50

Multi-Channel marketing

Back 50

Marketing using many different channels to reach customers (web site, e-mail, phone, text message, letter or direct personnal communication). Each channel is managed separately !

Front 51

Multi-Channel retailing

Back 51

Retailer using more than one channel to sell its products

Front 52

Omni-Channel retailing (Total retailing)

Back 52

Retailer using all available channels to sell its products (physical store and online). Channels are no longer separated but fully integrated !

Front 53

Reward power

Back 53

Benefit given to a channel member in return for behaving as agreed

Front 54

Coercive power

Back 54

Expectation of punishment inspired by a channel member due to its influence

Front 55

Expert power

Back 55

Perception that an influencer has superior knowledge

Front 56

Legitimate power

Back 56

Feeling of mandatory compliance with the influencer's requests

Front 57

Referent power

Back 57

Perception of a third party as being a standard of reference, and thus desire to be associated with it publicly

Front 58

Flagship store

Back 58

Expensive store in which a product is placed to be known