Marketing Ch 14

Front 1

agents and brokers

Back 1

wholesaling intermediaries who do not take title to a product but facilitate its sale from producer to end user by representing retailers, wholesalers, or manufacturers

Front 2

arm’s-length relationship

Back 2

a relationship between companies that is loose, characterized by low relational investment and trust, and usually taking the form of a series of discrete transactions with no or low expectation of future interaction or service

Front 3

atmosphere

Back 3

the overall impression conveyed by a store’s physical layout, décor, and surroundings

Front 4

automatic vending

Back 4

the use of machines to offer goods for sale

Front 5

chain store

Back 5

a store that is part of a group of the same stores owned and operated by a single organization

Front 6

channel captain

Back 6

a member of a marketing channel that exercises authority and power over the activities of other channel members

Front 7

channel conflict

Back 7

a clash of goals and methods between distribution channel members

Front 8

channel control

Back 8

a situation that occurs when one marketing channel member intentionally affects another member’s behavior

Front 9

channel members

Back 9

all parties in the marketing channel who negotiate with one another, buy and sell products, and facilitate the change of ownership between buyer and seller in the course of moving the product from the manufacturer into the hands of the final consumer

Front 10

channel partnering

Back 10

the joint effort of all channel members to create a channel that serves customers and creates a competitive advantage

Front 11

channel power

Back 11

the capacity of a particular marketing channel member to control or influence the behavior of other channel members

Front 12

cooperative relationship

Back 12

a relationship between companies that takes the form of informal partnership with moderate levels of trust and information sharing as needed to further each company’s goals

Front 13

data mining

Back 13

the process of discovering patterns in large data sets for the purposes of extracting knowledge and understanding human behavior

Front 14

destination store

Back 14

a store that consumers purposely plan to visit

Front 15

direct channel

Back 15

a distribution channel in which producers sell directly to consumers

Front 16

direct marketing (direct response marketing)

Back 16

techniques used to get consumers to make a purchase from their home, office, or other nonretail setting

Front 17

direct retailing

Back 17

the selling of products by representatives who work door-to-door, office-to-office, or at home sales parties

Front 18

dual distribution (multiple distribution)

Back 18

the use of two or more channels to distribute the same product to target markets

Front 19

exchange utility

Back 19

the increased value of a product that is created as its ownership is transferred

Front 20

exclusive distribution

Back 20

a form of distribution that establishes one or a few dealers within a given area

Front 21

factory outlet

Back 21

an off-price retailer that is owned and operated by a manufacturer

Front 22

form utility

Back 22

the elements of the composition and appearance of a product that make it desirable

Front 23

franchise

Back 23

a relationship in which the business rights to operate and sell a product are granted by the franchisor to the franchisee

Front 24

franchisee

Back 24

an individual or business that is granted the right to sell another party’s product

Front 25

franchisor

Back 25

the originator of a trade name, product, methods of operation, and the like that grants operating rights to another party to sell its product

Front 26

gross margin

Back 26

the amount of money the retailer makes as a percentage of sales after the cost of goods sold is subtracted

Front 27

horizontal conflict

Back 27

a channel conflict that occurs among channel members on the same level

Front 28

independent retailer

Back 28

a retailer owned by a single person or partnership and not operated as part of a larger retail institution

Front 29

integrated relationship

Back 29

a relationship between companies that is tightly connected, with linked processes across and between firm boundaries and high levels of trust and interfirm commitment

Front 30

intensive distribution

Back 30

a form of distribution aimed at having a product available in every outlet where target customers might want to buy it

Front 31

layout

Back 31

the internal design and configuration of a store’s fixtures and products

Front 32

m-commerce

Back 32

the ability to conduct commerce using a mobile device for the purpose of buying or selling goods or services

Front 33

marketing channel (channel of distribution)

Back 33

a set of interdependent organizations that eases the transfer of ownership as products move from producer to business user or consumer

Front 34

merchant wholesaler

Back 34

an institution that buys goods from manufacturers and resells them to businesses, government agencies, and other wholesalers or retailers and that receives and takes title to goods, stores them in its own warehouses, and later ships them

Front 35

nonstore retailing

Back 35

shopping without visiting a store

Front 36

nontraditional channels

Back 36

nonphysical (often electronic) channels that facilitate the unique market access of products and services

Front 37

online retailing (e-tailing)

Back 37

a type of shopping available to consumers with personal computers and access to the Internet

Front 38

place utility

Back 38

the usefulness of a good or service as a function of the location at which it is made available

Front 39

retailer

Back 39

a channel intermediary that sells mainly to consumers

Front 40

retailing

Back 40

all the activities directly related to the sale of goods and services to the ultimate consumer for personal, nonbusiness use

Front 41

retailing mix

Back 41

a combination of the six Ps—product, place, promotion, price, presentation, and personnel—to sell goods and services to the ultimate consumer

Front 42

scrambled merchandising

Back 42

the tendency to offer a wide variety of nontraditional goods and services under one roof

Front 43

selective distribution

Back 43

a form of distribution achieved by screening dealers to eliminate all but a few in any single area

Front 44

shop-at-home television network

Back 44

a specialized form of direct-response marketing where shows display merchandise for viewers to purchase over the telephone with a credit card

Front 45

strategic channel alliance

Back 45

a cooperative agreement between business firms to use the other’s already established distribution channel

Front 46

telemarketing

Back 46

the use of the telephone to sell directly to consumers

Front 47

time utility

Back 47

the increase in customer satisfaction gained by making a good or service available at the appropriate time

Front 48

vertical conflict

Back 48

a channel conflict that occurs between different levels in a marketing channel, most typically between the manufacturer and wholesaler or between the manufacturer and retailer