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23 Cards in this Set
- Front
- Back
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Supply chain management |
Encompasses all activities involved in the creation of finished goods from raw materials to the delivery and consumption of the finished goods |
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Direct distribution |
Occurs when firms use their own sales force and resources to distribute their products to customers |
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Indirect distribution |
Involves distributing products using channel intermediaries |
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Piggybacking |
Occurs when a manufacturer uses another manufacturer's distribution facilities or sales force |
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Reciprocal piggybacking |
Occurs when two firms enter into a cross-distribution agreement that involves making use of each other's sales force or distribution |
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E-commerce |
Involves customers placing orders via the Internet and receiving the goods by mail or courier service |
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Sequential distribution |
Entails making a product that has initially limited distributed gradually available to more customers by adding new channels of distribution |
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Service outputs |
Consumer benefits that include location convenience, assortments, one-stopping, comparison shopping, financing, technical advice, delivery, and bulk breaking. |
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Channel length |
The number of different levels of intermediaries involves in the channel |
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Channel intensity |
The number of outlets that will be used for distributing the manufacturer's offering at each level in its trading area |
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Intensive distribution |
Entails having the product available at every possible outlet |
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Selective distribution |
An intermediate position between intensive and exclusive distribution |
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Exclusive distribution |
Defined as selling a product only through a single outlet in a particular area |
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Channel gaps |
Differences between ideal and actual channels |
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Demand-side gaps |
Exist when the actual channel either undersupplies or oversupplies the service output |
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Supply-side gaps |
Exist when the total cost of performing the required channel services is too high |
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Strategic channel alignment |
Implies that the goals and strategies are consistent across all supply chain participants |
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Channel power |
The ability to influence another channel member's behaviour |
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Blocking shelf |
Strategies involve blocking a section of the shelf, then determining the way the products are to be displayed on the shelf |
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Power-of-one strategy |
A term coined by PepsiCo for its strategy of placing Pepsi drinks next to its Frito-Lay chips on store shelves |
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Customized distribution |
Involves adapting products to meet the diverse needs of shoppers in the different distribution channels |
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Backhauling |
A distributionstrategy used by retailers such as Wal-Mart to speed up delivery, save on shipping costs, and allow the retailer to lower prices |
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Cross-docking |
A distribution strategy that can lead to large savings for the retailers that employ it. |
