Marketing Channels

Front 1

Upstream Partners

Back 1

firms that supply raw materials, components, parts, info, finances, and expertise needed to creat a product or service

Front 2

Downstream Partners

Back 2

marketing channels or distribution channels that look toward the customer, including retailers and wholesalers

Front 3

Supply Chain

Back 3

make and sell view includes the firms raw materials, productive inputs, and factory capacity

Front 4

Demand Chain

Back 4

sense and respond view suggests that planning starts with the needs of the target customer

Front 5

Value Delivery Network

Back 5

composed of the company, suppliers, distributors and customers who partner with each other to improve the performance of the entire system

Front 6

Marketing Channel (distribution channel)

Back 6

set of interdependent organizations that help make a product of service available for use or consumption by the consumer or business user.

Front 7

Marketing Channel Matching

Back 7

shaping and fitting the offer to the buyers needs

Front 8

Channel Level

Back 8

Each level of intermediary that performs some work in bringing the product and its ownership closer to the final buyer

Front 9

Direct Marketing channel

Back 9

No intermediary channel levels

Direct from producer to consumer

Front 10

Indirect Marketing Channels

Back 10

Contains one or more intermediaries creating multiple channel levels

Front 11

Channel Conflict

Back 11

refers to disagreement among channel members over goals, roles, and rewards.

Horizontal- occurs among firms of the same channel level.

Vertical- occurs among companies at different channel levels

Front 12

Conventional Distribution System

Back 12

consists of one or more independent producers, wholesalers, and retailers each separate business enitities acting on their own interest

Front 13

Vertical Marketing system

Back 13

emerging system where producers suppliers and retailers act as a unified system with leadership

Front 14

administered vertical marketing system

Back 14

vertical marketing system where the size and power of a company in a channel level can command cooperation from resellers on shelf space and displays

Front 15

Disintermediation

Back 15

cutting out of marketing channel intermediaries by producers or displacement of traditional resellers by new intermediaries

Front 16

intensive distribution

Back 16

strategy in which they companies stock their products in as many outlets as possible. Convenience products and common raw materials typically seek this type of distribution

Front 17

Exclusive distribution

Back 17

producers gives only a limited number of dealers the exclusive rights to distribute its products in their territories. Usually common with luxury brands

Front 18

Selective Distribution

Back 18

between intensive and exclusive. Use more than one but fewer than all intermediaries. Common in consumer electronics, furniture, and home appliances.

Front 19

Market Channel Management

Back 19

calls for selecting, managing, and motivating individual channel members and evaluating their performance over time

Front 20

Exclusive dealing

Back 20

when the seller requires that the exclusive distribution sellers not handle competitors products

Front 21

Exclusive Territorial agreement

Back 21

producer and seller limit territory

Front 22

tying agreements

Back 22

where the dealer must take most or all of the product line

Front 23

Marketing Logistics

Back 23

involves the implementing, planning, and controlling the physical flow of goods, services, and info from points of origin to points of consumption to meet consumer requirements at a profit

Front 24

Reverse Logistics

Back 24

reusing, recycling, disposing of products returned by consumers or resellers

Front 25

multimodal transportation

Back 25

using multiple forms of transportation to more your products

Front 26

Integrated logistics management

Back 26

providing customer service and trimming distribution costs requires teamwork internally and externally