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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
Q

horizontal conflict

A

a channel conflict that occurs among channel members on the same level

26
Q

vertical conflict

A

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
Q

channel partnering

A

the joint effort of all channel members to create a channel that serves customers and creates a competitive advantage

28
Q

retailing

A

all the activities directly related to the sale of goods and services to the ultimate consumer for personal, nonbusiness use

29
Q

independent retailer

A

retailer owned by a single person or partnership and not operated as part of a larger retail institution

30
Q

chain store

A

a store that is part of group of the same stores owned and operated by a single organization

31
Q

franchise

A

a relationship in which the business rights to operate and sell a product are granted by the franchisor to the franchisee

32
Q

gross margin

A

the amount of money the retailer makes as a percentage of sales after the cost of goods sold is subtracted

33
Q

department store

A

a store housing several departments under one roof

34
Q

specialty store

A

a retail store specializing in a given type of merchandise

35
Q

supermarket

A

a large, departmentalized, self-service retailer that specializes in food and some nonfood items

36
Q

scrambled merchandising

A

the tendency to offer a wide variety of nontraditional goods and services under one roof

37
Q

drugstore

A

a retail store that stocks pharmacy-related products and services as its main draw.

38
Q

convenience store

A

a miniature supermarket, carrying only a limited line of high-turnover convenience goods

39
Q

Discount store

A

a retailer that competes on the basis of low prices, high turnover, and high volume

40
Q

specialty discount store

A

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
Q

off-price retailer

A

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
Q

factory outlet

A

an off-price retailer that is owned and operated by a manufacturer

43
Q

used good retailer

A

a retailer whereby items purchased from one of the other types of retailers are resold to different customers

44
Q

non-store retailing

A

shopping without visiting a store

45
Q

automatic vending

A

the use of machines to offer goods for sale

46
Q

direct retailing

A

the selling of products by representatives who work door-to-door. office-to-office, or at home sales parties

47
Q

direct marketing (direct response marketing)

A

techniques used to get consumers to make purchases from their home, office, or other nonretail setting

48
Q

telemarketing

A

the use of the telephone to sell directly to consumers

49
Q

shop-at-home television network

A

a specialized form of direct response marketing whereby television shows display merchandise, with the retail price, to home views

50
Q

online retailing (e-tailing)

A

a type of shopping available to consumers with personal computers and access to the internet

51
Q

franchisor

A

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
Q

franchisee

A

an individual or business that is granted the right to sell another party’s product

53
Q

retailing mix

A

a combination of the six p’s - product, place, promotion, price, presentation, and personnel - to sell goods and services to the ultimate consumer

54
Q

destination store

A

a store that consumers purposely plan to visit

55
Q

atmosphere

A

the overall impression conveyed by a stores physical layout, décor, and surroundings

56
Q

layout

A

the internal design and configuration of a stores fixtures and products

57
Q

data mining

A

the process of discovering patterns in large data sets of the purposes of extracting knowledge and understanding human behavior

58
Q

m-commerce

A

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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