Mgm 301 Final Part 2

Front 1

Upstream partners

Back 1

are firms that supply raw materials,components, parts, information, finances, and expertise needed to create a product or service.

Front 2

Downstream partners

Back 2

include the 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 firm’s 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

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

Front 6

Marketing channel (distribution channel)

Back 6

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

Front 7

Marketing channels

Back 7

consist of firms that have partnered for their common good with each member playing a specialized role.

Front 8

Channel conflict

Back 8

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

Front 9

Conventional distribution systems

Back 9

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

Front 10

Vertical marketing systems (VMSs)

Back 10

provide channel leadership and consist of producers, wholesalers,and retailers acting as a unified system.

Front 11

Corporate vertical marketing systems

Back 11

combine successive stages of production and distribution under single ownership.

Front 12

Contractual vertical marketing systems

Back 12

consist of independent firms at different levels of production and distribution who join together through contracts.

Front 13

Franchise organization

Back 13

is a contractual vertical marketing system in which a channel member,called a franchisor,links several stages in the production distribution process.

Front 14

administered vertical marketing system

Back 14

is a VMS that coordinates successive stages of production and distribution through the size and power of one of th parties

Front 15

Horizontal marketingsystem

Back 15

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

Front 16

Multichannel distribution systems

Back 16

are systems in which a single firm sets up two or more marketing channels to reach one or more customer segments.

Front 17

Disintermediation

Back 17

is the cutting out of marketing channel intermediaries by producers or the displacement of traditional re-sellers by new intermediaries.

Front 18

Types of intermediaries

Back 18

refers to channel members available to carry out channel work.Most companies face many channel member choices.

Front 19

Intensive Distrbution

Back 19

Put product everyhwere

Front 20

Exclusive Distribution

Back 20

Few select retailers

Front 21

Selective Distribution

Back 21

Middle ground; common; less than 1000

Front 22

Evaluating the Major Alternatives

Back 22

Economic Criteria, Control Issues, Adaptability Criteria

Front 23

Exclusive dealing

Back 23

is when the seller requires that the exclusive distribution sellers not handle competitor’s products.

Front 24

Exclusive territorial agreements

Back 24

are where producer or seller limit territory.

Front 25

Tying agreements

Back 25

are agreements where the dealer must take most or all of the line.

Front 26

Marketing logistics

Back 26

(physical distribution) involves planning, implementing,and controlling the physical flow of goods,services, and related information from points of origin to points of consumption to meet consumer requirements at a profit.

Front 27

Supply chain management

Back 27

involves managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, re-sellers, and final consumers.

Front 28

Goal of marketing logistics

Back 28

should be to provide a targetedlevel of customer service at the least cost.

Front 29

Integrated logisticsmanagement

Back 29

is the recognition that providing customer service and trimming distribution costs requires team work internally and externally

Front 30

Major Logistics Functions

Back 30

Warehousing, Inventory management, Transportation, Logistics information management

Front 31

Channel Management Decision

Back 31

Select, Manage, Motivate, Evaluate

Front 32

responsibilities of channel members

Back 32

Price policies, conditions of sale, territory rights, specific services