CH 14 -- Marketing Channels and Supply Chain Management

Question 1

distribution

Answer 1

movement of goods and services form producers to consumers

Question 2

Marketing (distribution) channels

Answer 2

System of marketing institutions that enhances the physical flow of G&S, along with ownership title from producer to consumer

Question 3

Logisitics

Answer 3

Process of coordinating the flow of information, G&S among members of distribution channels

Question 4

Supply chain management

Answer 4

Control of the activities of purchasing, process, and delivery through which raw materials are transformed into products and made available to final consumers

Question 5

Physical Distribution

Answer 5

Broad range of activities aimed at efficient movement of finished goods from the end of the production line to consumers

Question 6

Marketing Intermediary

Answer 6

Wholesaler or retailer that operates between producrers and consumers

Question 7

Direct Channel

Answer 7

Marketing channel that moves goods directly from a producer to the business purchaser

Question 8

Direct Selling

Answer 8

Strategy designed to establish direct sales contact between producer and final user

Question 9

Dual Distribution

Answer 9

Network that moves products to a firm’s target market thourgh more than one marketing channel

Question 10

Reverse Channel

Answer 10

Channel designed to return goods to their producers

Question 11

Intensive Distribtuion

Answer 11

Distribution of a product through all available channels

Question 12

Selective Distribution

Answer 12

Distribution of a product through a limited number of channels

Question 13

Exclusive Distribution

Answer 13

Distribution of a product through a single wholesaler or retailer ina specific geographic region

Question 14

Closed Sales Territory

Answer 14

Exclusive geographic selling region of distributor

Question 15

Tying Agreement

Answer 15

Arrangement that requires a marketing intermediary to carry items other than those they want to sell

Question 16

Channel Captain

Answer 16

Dominant and controlling member of the marketing channel

Question 17

Gray Goods

Answer 17

Products manufactured abroad under license from US firm and then sold in the US market in competition with that firm’s own domestic output

Question 18

Vertical Marketing Systems

Answer 18

Planned channel system designed to improve distribution efficiency and cost-effectiveness by integrating various functions throughout distribution chain

Question 19

Forward integration

Answer 19

Process through which a firm attempts to control downstream distribution

Question 20

Backward integration

Answer 20

Process through which a manufacturer attempts to gain greater control over inputs in its production process, such as raw materials

Question 21

Corporate Marketing system

Answer 21

VMS in which a single owner operates the entire marketing channel

Question 22

Administered Marketing System

Answer 22

VMS that achieves channel coordination when a dominant channel member exercises its power

Question 23

Contractual Marketing System

Answer 23

VMS that coordinates channel activities through fomral agreements among participants

Question 24

Retail Cooperative

Answer 24

Group of retailers that establish a shared wholesaling operation to help them compete with chains

Question 25

Franchise

Answer 25

Contractual arrangement in which a wholesalers or retailer agrees to meet the operating requirements of a manufactuer or other franchiser

Question 26

Supply Chain

Answer 26

Complete sequence of suppliers and activities that contribute to the creation and delivery of merchandise

Question 27

Upstream Management

Answer 27

Controlling part of the supply chain that involves raw materials, inbound logistics, and warehouse

Question 28

Downstream Management

Answer 28

Controlling part of the supply chain that involves finished products, outbound logistics, marketing and sales, and customer service

Question 29

Enterprise Resource Planning (ERP)

Answer 29

Software system that consolidates data from among a firms various business units

Question 30

Suboptimization

Answer 30

Condition that results when individual operations achieve their objectives but interfere with progress towards broader organizational goals

Question 31

Common Carriers

Answer 31

businesses that provide transportation services as for-hire carriers to the general public

Question 32

Intermodal Operations

Answer 32

Combination of transport modes, such as rail and highway carriers, air and highway or water and air, to improve customer service and achieve cost advantages