chapter 9 - march 28th Flashcards

1
Q
  • are companies that other companies work with in order to promote or sell their product.
  • In other words, the product travels through a marketing channel to reach the final user, and all channel partners are responsible (in part) from the product’s success in the marketplace.
A

channel partners

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2
Q
  • obtain large quantities of products from producers, store them, and break them down into cases and other smaller units that are more convenient for retailers to buy, a process called “breaking bulk.”
  • get their name from the fact that they resell goods “whole” to other companies without transforming the goods.
A

wholesalers

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3
Q
  • are wholesalers that take title to the goods and therefore have more financial risk than other wholesalers. They are also sometimes referred to as distributors, dealers, and jobbers
A

merchant wholesalers

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4
Q
  • offer fewer services to their customers, but at lower prices. They might not offer delivery
    services, extend their customers’ credit, or have sales forces that actively call sellers
  • Cash-and-carry wholesalers are an example
A

limited service wholesalers

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5
Q
  • are another type of limited-service wholesaler.
  • Although they take title to the goods, they don’t have legal possession.
  • In this way they avoid, the financial risks of other wholesalers. They earn a commission by finding sellers and passing their orders along to producers, who then ship them directly to the sellers.
A

drop shippers

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6
Q
  • sell specialty products, such as books, hosiery, and magazines that they display on their own racks in stores.
  • retain the title to the goods while the merchandise is in the stores for sale
  • Periodically, they take count of what’s been sold off their racks and then bill the stores for those items.
A

rack jobbers

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7
Q
  • they don’t purchase or take title to the products they sell.
  • Their role is limited to negotiating sales contracts for producers and are paid a commission for what they sell.
  • Clothing, furniture, food and commodities (e.g. lumber and steel) are often sold by them, as assigned to geographical territories by the producers with whom they work.
  • Because they have excellent industry contacts, they may be “go-to” resources for companies trying to buy and sell products.
A

Brokers and Agents

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8
Q
  • these people buy products from wholesalers, agents, or distributors and then sell them to consumers.
  • vary by the types of products they sell, their sizes, the prices they charge, the level of service they provide consumers, and the convenience or speed they offer.
A

retailers

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9
Q

the level of availability selected for a particular product by the marketer;

A

Distribution Intensity

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10
Q

designed to get products into as many outlets as possible

A

Intensive Distribution

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11
Q
  • grants exclusive geographic territories to one or very few retail customers so no other retailers in the territory can sell a particular brand.
A

Exclusive Distribution

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11
Q

is a conflict that occurs between two different types of members in a channel, say, a manufacturer, an agent, a wholesaler, or a retailer.

A

vertical conflict

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12
Q

is conflict that occurs between companies of the same type, say, two wholesalers that sell the products of the same manufacturer.

A

horizontal conflict

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13
Q

is the practice of selling a large quantity of goods in another country at a price too low to be economically justifiable.

A

dumping

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14
Q

relies on outbound communication, pushing messages to the audience.

A

push marketing

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15
Q

mainly encourages inbound communication and interaction, attracting customers who seek information

A

pull marketing