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26 Cards in this Set
- Front
- Back
Upstream Partners |
firms that supply raw materials, components, parts, info, finances, and expertise needed to creat a product or service |
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Downstream Partners |
marketing channels or distribution channels that look toward the customer, including retailers and wholesalers |
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Supply Chain |
make and sell view includes the firms raw materials, productive inputs, and factory capacity |
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Demand Chain |
sense and respond view suggests that planning starts with the needs of the target customer |
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Value Delivery Network |
composed of the company, suppliers, distributors and customers who partner with each other to improve the performance of the entire system |
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Marketing Channel (distribution channel) |
set of interdependent organizations that help make a product of service available for use or consumption by the consumer or business user. |
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Marketing Channel Matching |
shaping and fitting the offer to the buyers needs |
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Channel Level |
Each level of intermediary that performs some work in bringing the product and its ownership closer to the final buyer |
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Direct Marketing channel |
No intermediary channel levels Direct from producer to consumer |
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Indirect Marketing Channels |
Contains one or more intermediaries creating multiple channel levels |
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Channel Conflict |
refers to disagreement among channel members over goals, roles, and rewards. Horizontal- occurs among firms of the same channel level. Vertical- occurs among companies at different channel levels |
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Conventional Distribution System |
consists of one or more independent producers, wholesalers, and retailers each separate business enitities acting on their own interest |
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Vertical Marketing system |
emerging system where producers suppliers and retailers act as a unified system with leadership |
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administered vertical marketing system |
vertical marketing system where the size and power of a company in a channel level can command cooperation from resellers on shelf space and displays |
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Disintermediation |
cutting out of marketing channel intermediaries by producers or displacement of traditional resellers by new intermediaries |
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intensive distribution |
strategy in which they companies stock their products in as many outlets as possible. Convenience products and common raw materials typically seek this type of distribution |
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Exclusive distribution |
producers gives only a limited number of dealers the exclusive rights to distribute its products in their territories. Usually common with luxury brands |
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Selective Distribution |
between intensive and exclusive. Use more than one but fewer than all intermediaries. Common in consumer electronics, furniture, and home appliances. |
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Market Channel Management |
calls for selecting, managing, and motivating individual channel members and evaluating their performance over time |
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Exclusive dealing |
when the seller requires that the exclusive distribution sellers not handle competitors products |
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Exclusive Territorial agreement |
producer and seller limit territory |
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tying agreements |
where the dealer must take most or all of the product line |
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Marketing Logistics |
involves the implementing, planning, and controlling the physical flow of goods, services, and info from points of origin to points of consumption to meet consumer requirements at a profit |
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Reverse Logistics |
reusing, recycling, disposing of products returned by consumers or resellers |
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multimodal transportation |
using multiple forms of transportation to more your products |
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Integrated logistics management |
providing customer service and trimming distribution costs requires teamwork internally and externally |