Chapter 11 Flashcards

1
Q

Value Delivery Network

A

The network made up of the company, suppliers, distributors, and ultimately customers who partner with each other to improve the performance of the entires system in delivering customer value

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2
Q

Marking Channel

A

A set of interdependent organizations that help make a product or service available for use or consumption by the consumer or business customer

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3
Q

Retailing

A

Business of selling goods or services to consumers for their personal use

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4
Q

Wholesaling

A

All activities involved in selling goods and services to those buying for resale of business use

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5
Q

Drop Shippers

A

An intermediary who takes orders and payment from the customer, then arranges to have the merchandise shipped to the customer directly from the supplier

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6
Q

Rack Jobber

A

A wholesaler who buys merchandise and re-sells it on “racks” inside a retail store, in partnership with the retailer

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7
Q

Broker

A

A wholesaler who does not take title to goods and whose function is to bring buyers and sellers together and assist in negotiation

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8
Q

Agents

A

A representative, either of a buyer or a seller who performs only a few functions and does not take title to the goods

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9
Q

Direct Channel

A

The producer sells directly to the customer

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10
Q

Indirect Marketing Channel

A

When there is one or more intermediary

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11
Q

Channel Conflict

A

Disagreement among marketing channel members over, goals, roles, and rewards

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12
Q

Disintermediation

A

The cutting out of marketing channel intermediates by product or service producers, or the displacement of traditional resellers by radical new types of intermediaries

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13
Q

Vertical Marketing System

A

A distribution channel in which producers, wholesalers, and retailers act as a unified system. One channel member owns the others, has contracts with them, or has so much power that they all cooperate

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14
Q

Corporate Vertical Marketing System

A

A vertical marketing system that combines successive stages of production and distribution under single ownership, channel leadership is established through ownership

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15
Q

Administered VMS

A

A vertical marketing system that coordinates successive stages of production and distribution, not though common ownership or contractual ties, but through the size and power of parities

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16
Q

Contractual VMS

A

A vertical marketing system in which independent firms at different levels of production work together under contract
- Do this to achieve economies of scale, most common type is franchise

17
Q

Franchise Organizations

A

Special type of Contractual VMS and is a retailer or service provider that operates under a license using another firms proven, successful business model

18
Q

Horizontal Marketing System

A

An arrangement in which two or more companies that operate at the same channel level join together to follow a new marketing opportunity

19
Q

Multichannel or Hybrid Distribution Systems

A

A single firm sets up two or more marketing channels to reach one or more market segments

20
Q

Intensive Distribution

A

Marketing Strategy in which the product is stocked in as many outlets as possible

21
Q

Selective Distribution

A

A distribution strategy in which market selects a set of retailers that specialize in their product category

22
Q

Exclusive Distribution

A

A distribution strategy in which marketer gives the rights to distribute its products to only one retailer, or to only one retailer in a particular geographic territory