Marketing Chapter 10

Front 1

Channel Design Decisions (ASIE)

Back 1

analyze customer needs
set channel objectives/constraints
identify major alternatives
evaluate major alternatives

Front 2

network made up of the company, suppliers, distributors, and ultimately customers who "partner" with each other to improve the performance of the entire system in delivering customer value

Back 2

value delivery network

Front 3

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

Back 3

marketing channel
(distribution channel)

Front 4

layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer

Back 4

channel level

Front 5

marketing channel that has no intermediary levels

Back 5

direct marketing channel

Front 6

challen containing one or more intermediary levels

Back 6

indirect marketing channel

Front 7

challen consisting of one or more independent producers, wholesalers, and retailers, each a separate business seeking to maximize its own profits, even at the expense of profits for the system as a whole

Back 7

conventional distribution channel

Front 8

distribution channel structure in which producers, wholesalers, and retailers act as a unified system. One channel memeber owns the others, has contracts with them, or has so much power that they all cooperate

Back 8

vertical marketing system (VMS)

Front 9

vertical marketing system that combines successive stages of production and distribution under single ownership - channel leadership is established through common ownership

Back 9

corporate VMS

Front 10

vertical marketing system in which independent firms at different levels of production and distribution join together through contracts to obtain more economies or sales impact than they could achieve alone

Back 10

contractual VMS

Front 11

Contractual vertical marketing system in which a challen member, called a franchisor, links several stages in production-distribution process

Back 11

franchize organization

Front 12

vertical marketing system that coordinates successive stages of production and distribution, not through common ownership or contractual ties, but through the size and power of one of the parties

Back 12

administered VMS

Front 13

channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity

Back 13

horizantal marketing system

Front 14

distribution system in which a single firm sets up two or more marketing channels to reach one of more customer segments

Back 14

multichannel distribution system

Front 15

the cutting out of marketing channel intermediaries by product or service producers, or the displacement of traditional resellers by radical new types of intermediaries

Back 15

disintermediation

Front 16

designing effective marketing channels by analyzing consumer needs, setting channel objectives, identifying major channel alternatives and evaluating them

Back 16

marketing channel design

Front 17

stocking the product in as many outlets as possible

Back 17

intensive distribution

Front 18

giving a limited number of dealers the exclusive right to distribute the company's products in their territories

Back 18

exclusive distribution

Front 19

the use of more then one, but fewer than all, of the intermediaries who are willing to carry the company's products

Back 19

selective distribution

Front 20

selecting, managing, and motivating individual channel memebers and evaluating their performance over time

Back 20

marketing channel managment

Front 21

planning, implementing, and controlling the physical flow of materials, final goods, and related info from points of origin to points of consumption to meet customer requirements at a profit

Back 21

marketing logistics

Front 22

managing upstream and downstream value-added flows of materials, final foods, and related info among suppliers, the company, resellers, and final consumers

Back 22

supply chain management

Front 23

a large, highly automated warehouse designed to receive goods from various plants and suppliers, take orders, fill them efficiently, and deliver goods to customers as quickly as possible

Back 23

distribution center

Front 24

combining two or more modes of transportation

Back 24

intermodal transportation

Front 25

logistics concept that emphasize teamwork, both inside the company and among all the marketing channel organizations, to maximize the performance of the entire distribution system

Back 25

integrated logistics management

Front 26

an independent logistics provider that performs any or all of the functions required to get its client's product to market

Back 26

third-party logistics provider (3PL)