Chp 10 Flashcards
(29 cards)
What is a marketing channel?
A set of interdependent organizations that help make a product or service available for use or consumption by the consumer or business user.
What is a Direct Marketing Channel?
A channel with no intermediary levels—the company sells directly to consumers.
What is an Indirect Marketing Channel?
A channel containing one or more intermediaries.
What is Horizontal Channel Conflict?
Conflict that occurs among firms at the same level of the channel.
What is Vertical Channel Conflict?
Conflict between different levels of the same channel.
What is Channel Conflict?
Disagreements among channel members who depend on one another but often act in their own short-run best interests.
What is a Vertical Marketing System (VMS)?
A system consisting of producers, wholesalers, and retailers acting as a unified system.
What are Conventional Distribution Channels?
Channels that consist of one or more independent producers, wholesalers, and retailers.
What is Corporate VMS?
A system that integrates successive stages of production and distribution under single ownership.
What is Contractual VMS?
A system consisting of independent firms at different levels that join through contracts for better economies or sales impact.
What is Administered VMS?
A system where leadership is assumed through the size and power of one or a few dominant channel members.
What is a Horizontal Marketing System?
A system where two or more companies at one level join together to pursue a new marketing opportunity.
What are Multichannel Distribution Systems?
A system where a single firm sets up two or more marketing channels to reach one or more customer segments.
What is Disintermediation?
When producers cut out intermediaries and go directly to final buyers.
What is Intensive Distribution?
A strategy where producers stock their products in as many outlets as possible.
What is Exclusive Distribution?
A strategy where the producer gives only a limited number of dealers the exclusive right to distribute its products.
What is Selective Distribution?
The use of more than one but fewer than all intermediaries willing to carry a company’s products.
What is Exclusive Dealing?
When the seller requires dealers not to handle competitors’ products.
What are Exclusive Territorial Agreements?
Agreements where the producer may not sell to other dealers in a given area.
What is Marketing Logistics?
Involves planning, implementing, and controlling the physical flow of goods from points of origin to points of consumption.
What is Outbound Logistics?
Moving products from the factory to resellers and ultimately to customers.
What is Inbound Logistics?
Moving products and materials from suppliers to the factory.
What is Reverse Logistics?
Reusing, recycling, refurbishing, or disposing of broken, unwanted, or excess products returned by consumers.
What is Supply Chain Management?
Managing upstream and downstream value-added flows of materials and related information among suppliers and consumers.
