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26 Cards in this Set
- Front
- Back
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Value Delivery Network |
A network composed of the company, suppliers, distributors, and, ultimately, customers who partner to help the entire system deliver better customer value |
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Marketing Channel (or Distribution Channel) |
A set of interdependent organization that help make a product or service available for use or consumption by the consumer or business user |
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Channel Level |
A layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer |
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Direct Marketing Channel |
A marketing channel that has no intermediary levels |
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Indirect Marketing Channel |
A marketing channel containing one or more intermediary levels |
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Channel Conflict |
Disagreements among marketing channel members on goals, roles, and rewards-who should do what and for what rewards |
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Conventional Distribution Channel |
A channel consisting of one or more independent producers, wholesalers, and retailers, each a separate business seeking to maximize its own profits, perhaps even at the expense of profits for the system as a whole |
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Vertical Marketing System (VMS) |
A channel structure in which producers, wholesalers, and retailers act as a unified system. One channel member owns the others, has contracts with them, or has so much power that they all cooperate |
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Corporate VMS |
A vertical marketing system that combines successive stages of production and distribution under single ownership--channel leadership is established through common ownership |
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Contractual VMS |
A vertical marketing system in which independent firms at different levels of production and distribution join together through contracts |
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Franchise Organization |
A contractual vertical marketing system in which a channel member, called a franchiser, links several stages in the production-distribution process |
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Administered VMS |
A vertical marketing system that coordinates successive stages of production and distribution through the size and power of one of the parties |
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Horizontal Marketing System |
A channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity |
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Multichannel Distribution System |
A distribution system in which a single firm sets up two or more marketing channels to reach one or more customer segments |
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Disintermediation |
The cutting out of marketing channel intermediaries by product or service producers or the displacement of traditional re sellers by radical new types of intermediaries |
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Marketing Channel Design |
Designing effective marketing channels by analyzing customer needs, setting channel objectives, identifying major channel alternatives, and evaluating those alternatives |
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Intensive Distribution |
Stocking the product in as many outlets as possible |
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Exclusive Distribution |
Giving a limited number of dealers the exclusive right to distribute the company's product in their territories |
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Selective Distribution |
The use of more than one but fewer than all of the intermediaries who are willing to carry the company's products |
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Marketing Channel Management |
Selecting, managing, and motivating individual channel members and evaluating their performance over time |
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Marketing Logistics (or Physical Distribution) |
Planning, implementing, and controlling the physical flow of materials, final goods, and related information from points of origin to points of consumption to meet customer requirements at a profit |
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Supply Chain Management |
Managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers |
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Distribution Center |
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 |
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Intermodal Transportation |
Combining two or modes of transportation |
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Integrated Logistics Management |
The logistics concept that emphasizes teamwork--both inside the company and among all the marketing channel organizations--to maximize the performance of the entire distribution system |
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Third-Party Logistics (3PL) Provider |
An independent logistics provider that performs any or all of the functions required to get a client's product to market |
