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27 Cards in this Set
- Front
- Back
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mktg channel (channel of distribution)
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set of interdependent orgs that eases the transfer of ownership as products move from producer to business user or consumer
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channel members
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all parties in the mktg channel that negotiate w one another, buy and sell products, and facilitate the cahnge of ownership between buyer and seller in the course of moving the product from the manufacturer into the hands of the final consumer
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supply chain
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connected business entities both internal and external to the company that perform or support the mktg channel functions
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discrepancy of quantity
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difference between amt of product produced and amt an end user wants to buy
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discrepancy of assortment
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lack of all the items the consumer needs to reach full satisfaction with product(s)
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temporal discrepancy
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situation that occurs when a product is produced but a customer is not ready to buy it
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spatial discrepancy
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difference between location of a producer and location of widely scattered mkts
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retailer
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a channel intermediary that sells mainly to consumers
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merchant wholesaler
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1) buys goods and service from manufacs and resells them to:
a)businesses b) govt agencies c) other wholesalers/retailers 2) reveices and takes title to goods 3) stores them in own warehouse 4) eventually ships them |
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agents and brokers
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wholesaling intermediaries who do not take titale to a product but facilitate its sale from producer to end user by representing retailers, wholesalers, or manufacs
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logistics
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efficient and cost effective forward and reverse flow as well as storage of goods, serives, and related info in through and out of channel member companies
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direct channel
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distrib channel in which prucers sell directly to consumers
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dual distribution (multiple)
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use of two or more channels to distribute the same prudct to target mkts
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strategic channel alliance
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cooperative agreement bt business firms to use the others already established distrib channel
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intensive distrib
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aimed at having a product available in every outlet where target customers might want to buy it
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selective distrib
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achieved by screening dealers to eliminate all but a few in any single area
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exclusive
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establishes one or a few dealers w/in a given area
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arms-length relationship
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b/t companies that is loose, characterized by low relational incestment and trustm and usually taking the form of a serious of discrete transactions w/ no/low expectation of future interaction
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cooperative relationship
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b/t companies that takes the form of informal partnership with moderate levels of trust and info sharing as needed to furth each companys goals
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integrated relationship
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b/t companies that is tightly connected, with lunked processes across and between firm boundaries, and high levels of trust and interfirm commitment
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channel power
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capacity of particular mktg channel member to control or influence behavior of other channel members
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channel control
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situation occurs when one mktg channel member intentionally affects another members behavior
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channel leader
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member of mktg channel that exercises authority and power over the activities of other channel members
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channel conflict
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clash of goals or methods between distribution channel memers
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horizontal conflict
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channel conflict occurs among channel members of same level
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vertical conflict
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channel conflict that occurs between different levels in mktg channel most typically b/t manufacturers and wholesalers and retailers
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channel partnering (channel cooperation)
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joint effort of all channel members to create a supple chain that serves customers and creates competitive advantage
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