Chapter 15 VOCAB Flashcards
firm’s overall plan for moving products to intermediaries and final customers
distribution stategy
businesspeople and organizations that assist in moving and marketing goods and services between producers and consumers
marketing intermediaries
intermediaries that sell products to other intermediaries for resales or to organizations for internal use
wholesalers
intermediaries that sell goods and services to individuals for their own personal use
retailers
independent wholesalers that take legal title to goods they distribute
merchant wholesalers
merchant wholesalers that provide a wide variety of services to their customers, such as storage, delivery, and marketing support
full-service merchant wholesalers
merchant wholesalers that sell products to organizational customers for internal operations or the production of other goods, rather than to retailers for resale
distributors
independent wholesalers that do not take title to the goods they distribute but may or may not take possession of those goods
agents and brokers
the replacement of intermediaries by producers, customers, or other intermediaries when those other parties can perform channel functions more effectively or efficiently
disintermediation
evolutionary process by which stores that feature low prices gradually upgrade until they no longer appeal to price-sensitive shoppers and are replaced by a new generation of leaner, low-price competitors
wheel of retailing
large stores that carry a variety of products in multiple categories, such as clothing housewares, gifts, bedding, and furniture
department stores
stores that carries only a particular type of goods, often with deep selection in those specific categories
specialty stores
retailers that sell a variety of everyday goods below the market price by keeping their overhead low
discount stores
stores that sell designer labels and other fashionable products at steep discounts
off-price retailers
companies that use e-commerce technologies to sell over the Internet; includes Internet-only retailers and the online arm of store-based retailers
online retailers
the application of Internet technologies to wholesaling and retailing
e-commerce
coordinated efforts to reach consumers through more than one retail channel
multichannel retailing
the addition of entertainment or education aspects to the retail experience
retail theater
combination of intermediaries and channels a producer uses to reach target customers
distribution mix
market coverage strategy that tries to place a product in as many outlets as possible
intensive distribution
market coverage strategy that uses a limited number of carefully chosen outlets to distribute products
selective distribution
market coverage strategy that gives intermediaries exclusive rights to sell a product in a specific geographical area
exclusive distribution
disagreement or tension between two or more members in a distribution channel, such as competition between channel partners trying to reach the same group of customers
channel conflict
arrangements by which channel partners coordinate their activities under the leadership of one of the partners
marketing systems
