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Marketing EXAM 4 > Chapter 14 > Flashcards

Chapter 14 Flashcards

1
Q

Marketing Channel (channel of distribution)

A

set of interdependent organizations that eases the transfer of ownership as products move from producer to business user or consumer

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2
Q

Channel Members

A

all parties in the marketing channel who negotiate with one another, buy and sell products, and facilitate the change 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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3
Q

form utility

A

the elements of the composition and appearance of a product that make it desirable

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4
Q

time utility

A

the increase in customer satisfaction gained by making a good or service available at the appropriate time

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5
Q

place utility

A

the usefulness of a good or service as a function of the location at which it is made available

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6
Q

exchange utility

A

the increased value of a product that is created as its ownership transferred

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7
Q

retailer

A

a channel intermediary that sells mainly to consumers

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8
Q

merchant wholesaler

A

institution that buys goods from manufactures and resells them to businesses, government agencies, and other wholesalers or retailers and that receives and takes title to good, stores them in its own warehouses, and later ships them

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9
Q

Agents and brokers

A

wholesaling intermediaries who do not take title to a product but facilitate its sales from producer to end user by representing retailers, wholesalers, or manufacturers.

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10
Q

Direct Channel

A

a distribution channel in which producers sell directly to consumers

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11
Q

Dual distribution (multiple distribution)

A

the use of two or more channels to distribute the same product to target markets

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12
Q

nontraditional channels

A

nonphysical (often electronic) channels that facilitate the unique market access or products and services

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13
Q

strategic channel alliance

A

a cooperative agreement between business firms to use the others already established distribution

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14
Q

intensive distribution

A

a form of distribution aimed at having a product available in every outlet where target customers

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15
Q

selective distribution

A

a form of distribution achieved by screening dealers to eliminate all but a few in any single area

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16
Q

exclusive distribution

A

a from of distribution that establishes one or a few dealers within a given area

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17
Q

arms length relationship

A

relationship between companies that is loose, characterized by low relational investment and trust, and usually taking the form of a series of discrete transactions whi no or low expectation of future interaction or service

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18
Q

cooperative relationship

A

relationship between companies that takes the form of informal partnership with moderate levels of trust and information sharing as needed to further each company’s goals

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19
Q

integrated relationship

A

relationship between companies that is tightly connected, with linked processes across and between form boundaries and high levels of trust and interfirm commitment

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20
Q

co-opetition

A

a relationship that mixes elements of cooperation and competition between two partners

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21
Q

channel power

A

the capacity of a particular marketing channel member to control or influence the behavior or other channel members

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22
Q

channel control

A

situation that occurs when one marketing channel member intentionally affects another members behavior

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23
Q

channel captain

A

a member of a marketing channel that exercises authority and power over the activities of other channel members

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24
Q

channel conflict

A

a clash of goals and methods between distribution channel members

25
horizontal conflict
a channel conflict that occurs among channel members on the same level
26
vertical conflict
a channel conflict that occurs between different levels in a marketing channel, most typically between the manufacturer and wholesaler or between the manufacturer and retailer
27
channel partnering
the joint effort of all channel members to create a channel that serves customers and creates a competitive advantage
28
retailing
all the activities directly related to the sale of goods and services to the ultimate consumer for personal, nonbusiness use
29
independent retailer
retailer owned by a single person or partnership and not operated as part of a larger retail institution
30
chain store
a store that is part of group of the same stores owned and operated by a single organization
31
franchise
a relationship in which the business rights to operate and sell a product are granted by the franchisor to the franchisee
32
gross margin
the amount of money the retailer makes as a percentage of sales after the cost of goods sold is subtracted
33
department store
a store housing several departments under one roof
34
specialty store
a retail store specializing in a given type of merchandise
35
supermarket
a large, departmentalized, self-service retailer that specializes in food and some nonfood items
36
scrambled merchandising
the tendency to offer a wide variety of nontraditional goods and services under one roof
37
drugstore
a retail store that stocks pharmacy-related products and services as its main draw.
38
convenience store
a miniature supermarket, carrying only a limited line of high-turnover convenience goods
39
Discount store
a retailer that competes on the basis of low prices, high turnover, and high volume
40
specialty discount store
a retail store that offers a nearly complete selection of single-line merchandise and uses self service, discount prices, high volume, and high turnover
41
off-price retailer
a retailer that sells at prices 25 percent or more below traditional department store prices because it pays cash for its stock and usually doesn't ask for return privileges
42
factory outlet
an off-price retailer that is owned and operated by a manufacturer
43
used good retailer
a retailer whereby items purchased from one of the other types of retailers are resold to different customers
44
non-store retailing
shopping without visiting a store
45
automatic vending
the use of machines to offer goods for sale
46
direct retailing
the selling of products by representatives who work door-to-door. office-to-office, or at home sales parties
47
direct marketing (direct response marketing)
techniques used to get consumers to make purchases from their home, office, or other nonretail setting
48
telemarketing
the use of the telephone to sell directly to consumers
49
shop-at-home television network
a specialized form of direct response marketing whereby television shows display merchandise, with the retail price, to home views
50
online retailing (e-tailing)
a type of shopping available to consumers with personal computers and access to the internet
51
franchisor
the originator of a trade name, product, methods of operation, and the like that grants operating rights to another party to sell its products
52
franchisee
an individual or business that is granted the right to sell another party's product
53
retailing mix
a combination of the six p's - product, place, promotion, price, presentation, and personnel - to sell goods and services to the ultimate consumer
54
destination store
a store that consumers purposely plan to visit
55
atmosphere
the overall impression conveyed by a stores physical layout, décor, and surroundings
56
layout
the internal design and configuration of a stores fixtures and products
57
data mining
the process of discovering patterns in large data sets of the purposes of extracting knowledge and understanding human behavior
58
m-commerce
the ability to conduct commerce using a mobile device for the purpose of buying or selling goods or services

Marketing EXAM 4 (3 decks)

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