Marketing Ch 14

Front 1

Marketing Channel (channel of distribution)

Back 1

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

Front 2

Channel members

Back 2

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 3

Form Utility

Back 3

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

Front 4

Time Utilitiy

Back 4

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

Front 5

Place Utility

Back 5

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

Front 6

Exchange utility

Back 6

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

Front 7

retailer

Back 7

a channel intermediary that sells mainly to consumers

Front 8

Merchant wholesaler

Back 8

an institution that buys goods from manufacturers and resells them to businesses, governments 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 9

Agents and brokers

Back 9

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

Front 10

Direct Channel

Back 10

a distribution channel in which producers sell directly to consumers

Front 11

Dual distribution (multiple distribution)

Back 11

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

Front 12

Non-Traditional channels

Back 12

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

Front 13

strategic channel alliance

Back 13

a cooperative agreement between business firms to use the others already established distribution channel

Front 14

intensive distribution

Back 14

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

Front 15

selective distribution

Back 15

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

Front 16

Exclusive distribution

Back 16

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

Front 17

arms-length relationship

Back 17

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 18

cooperative relationship

Back 18

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 goal

Front 19

integrated relationship

Back 19

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

Front 20

co-opetition

Back 20

a relationship that mixes elements of cooperation and competition between two partners.

Front 21

channel power

Back 21

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

Front 22

channel control

Back 22

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

Front 23

channel captain

Back 23

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

Front 24

channel conflict

Back 24

a clash of goals and methods between distribution channel members

Front 25

horizontal conflict

Back 25

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

Front 26

vertical conflict

Back 26

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

Front 27

channel parnering

Back 27

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

Front 28

retailing

Back 28

all the activities directly related to the sale of goods and services to the ultimate consumer for personal non-business use.

Front 29

independent retailer

Back 29

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

Front 30

chain store

Back 30

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

Front 31

franchise

Back 31

a business where the operator is granted a license to operate and sell a product under a larger supporting organization

Front 32

gross margin

Back 32

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

Front 33

department store

Back 33

a store housing several departments under one roof

Front 34

specialty store

Back 34

a retail store specializing in a given type of merchandise

Front 35

supermarket

Back 35

a large, departmentalized, self-service retailer that specializes in food and some nonfood items

Front 36

scrambled merchandising

Back 36

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

Front 37

drugstore

Back 37

a retail store that stocks pharmacy related products and services as its main draw

Front 38

convenience store

Back 38

a miniature supermarket, carrying only a limited line of high-turnover convenience goods.

Front 39

discount store

Back 39

a retailer that competes on the basis of low prices, high turnover, and high volume.

Front 40

specialty discount store

Back 40

a retail store that offers a nearly complete selection of single-line merchandise and uses self-service, discount prices, high volume, and high turnover

Front 41

off--price retailer

Back 41

a retailer that sell at prices percent or more below traditional department store prices because it pays cash for its stock and usually doesn't ask for return privileges

Front 42

factory outlet

Back 42

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

Front 43

used goods retailer

Back 43

a retailer that turns customers into suppliers: items purchased from one of the other types of retailers ca e resold to different customer

Front 44

non-store retailing

Back 44

shopping without visiting a store

Front 45

automatic vending

Back 45

the use of machines to offer goods for sale

Front 46

direct retailing

Back 46

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

Front 47

direct marketing( direct response marketing)

Back 47

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

Front 48

telemarketing

Back 48

the use of the telephone to sell directly to consumers

Front 49

shop-at-home television network

Back 49

a specialized form of direct response marketing whereby television shows display merchandise, with the retail price, to home viewers.

Front 50

online retailing (e tailing)

Back 50

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

Front 51

Franchisor

Back 51

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

Front 52

Franchisee

Back 52

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

Front 53

retailing mix

Back 53

a combination of the six P's product, place, promotion, price, presentation, and personnel--to sell goods and services to the ultimate consumer.

Front 54

destination store

Back 54

a store that consumers purposely plan to visit

Front 55

atomosphere

Back 55

the overall impression conveyed by a store's physical layout, decor, and surroundings.

Front 56

Layout

Back 56

the internal design and configuration of a stores fixtures and products.

Front 57

data mining

Back 57

the process of discovering patterns in large data sets for the purpose of extracting knowledge and understanding human behaviour

Front 58

m-commerice

Back 58

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