Channels, Supply Chains, and Retailing Flashcards

1
Q

What are channels in the context of marketing

A

Chains of organizations concerned with moving goods from producers and manufacturers to end users. Like supply chains in third person

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2
Q

What types of intermediaries are there

A

agents, merchants, distributors, franchisers, wholesalers, and retailers

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3
Q

How do intermediaries create value

A

They reduce uncertainty and promote efficiency

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4
Q

Name the three main channel structures

A

Direct, indirect and multi channel

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5
Q

What is a direct channel structure

A

Selling direct to consumer

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6
Q

Explain an indirect channel structure

A

Selling to an intermediary like a swine farmer sells to a butchery that then sells to a retailer that in turn sells to the customers

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7
Q

Explain a multichannel structure

A

selling to both end users and intermediaries

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8
Q

What are the tradeoffs between direct and indirect channel structures

A

Direct trade control and share of end price for lesser coverage, the opposite is true for indirect.

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9
Q

What are the cons of a multichannel approach

A

Greater conflicts within the channels as intermediaries view you as a competitor

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10
Q

What should you think about when structuring marketing channels

A

What coverage is desired, what number and type of intermediaries should be involved and how the relationship with channel members should be managed

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11
Q

What are retailers

A

The final downstream component of a supply chain that sells directly to consumers

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12
Q

What risks do intermediaries alleviate

A

risk of storage, the risk of over and under production, the risk of changing suppliers, the risk of producing to late and to early, the risk of changing buyer behavior and of finance

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13
Q

What benefits do intermediaries provide outside risk reduction

A

Reducing complexity in supply chains, creating routines and standards as well as allowing businesses to specialize more (produce large quantities of a small number of products)

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14
Q

What does it mean that retailers offer a place, time, information and ownership utility

A

That they sell at a more convenient place than the place of production, they sell at times customers want to buy and present the end users with only the information they need

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15
Q

What are agents or brokers

A

Intermediaries that bring together sellers and buyers

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15
Q

Name some aspects of sorting and smoothing regarding intermediaries

A

Sorting out aka sorting products into different categories; Accumulation to provide more choices; Allocation or breaking bulk which means to divide bulk purchases into smaller sell-able batches; and Assorting aka assembling collections that are of value to consumers

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16
Q

what is a merchant

A

An agent that takes ownership of a product they intend to sell

17
Q

What are distributors or dealers

A

They provide inventory sale, credit and after-sale services. They also sometimes trade directly with customers such as car distributors

18
Q

What is a franchise

A

Owners of intellectual property of a standard that consumers know and trust

19
Q

What are wholesalers

A

They stock goods and takes legal possession and title over the goods before they are sold to retailers “gross handel”

20
Q

What are informaries

A

Information intermediaries such as google and price runner

21
Q

How do you improve efficiency within the direct channel structure

A

By processing orders electronically and by supporting the physical delivery yourself

22
Q

What is channel intensity or coverage

A

The number and dispersion of outlets an end user can use to buy an offering. Different stores/online maybe?

23
Q

Explain intensive channel distribution

A

Place the offering in as many outlets as possible, popular for impulse goods, gives up a lot of control to the retailors who can put yours and the competitors yoghurt where thy want. Companies often start out intensive to create awareness.

24
explain selective channel distribution
Limit the numbers of cahnnels when consumers are willing to seek out the offering as they face at least medium risk. Common when buying electronics (finding stuff at cdon and buying at elgiganten).
25
Explain exclusive channel distribution
When only one is given the right to distribute with in a territory. Common in prestige goods where control is desired or service arangements are complex. Prices also tend to be more stable here
26
What is disintermediation
Reducing the number or strength of intermediaries replace them or eliminate them
27
There is a trend of re intermediation with digitization
Yes and no, firms can sell directly more easily but intemediaries are still largely appreciated and new intermediaries are being integrated such as platforms and comparison sites
28
Explain horizontal and vertical conflict in a channel
Conflicts between retailers f.ex and conflict between supplier and retailor
29
What is gray marketing
Unauthorized selling of branded products derived from authorized sources without the knowledge of the manufacturer. A common source of conflict but not illegal
30
What activities are included in supply chain management
fulfillment, transportation, stock management and warehousing
31
What are the goals of supply chain management
Waste reduction, time compression, flexible responsiveness, unit cost reduction
32
What is fulfillment
material handling aka locating, picking and packaging stock before sending it to the next channel memeber
33
does transportation have to be physical
No it can also be electronic
34
What is stock management
Balancing between responsiveness to customer needs and the cost of holding stock, can be assisted by just in time delivery systems
35
Explain warehousing and material handling
Taking care of the facilities facilitating the storage and distribution of goods
36
What are the four key pillar of convenience for customers
access, search, possession and transaction aka is it easy to reach, identify, obtain and pay
37
What is the difference between supermarkets and department stores
market operate on a more self service basis while department stores provide more customer service
38
Explain some less conventional types of retailing
Telemarketing, online retail, electronic kiosks, door to door sales and vending machines
39