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Marketing Management > Chapter 12 > Flashcards

Chapter 12 Flashcards

1
Q

Upstream partners

A

firms that supply raw materials

supply chain

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2
Q

Downstream

A

marketing or distribution channels

retailers and wholesalers

demand chain

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3
Q

Value delivery network

A

company, suppliers, distributors, and customers.

work together to deliver customer value

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4
Q

Marketing channel (distribution channel)

A

independent organizations that help make a product or service available for use or consumption

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5
Q

How channel members add value:
Information

A

gathering and distributing information about stakeholders and forces in the marketing environment needed for planning and aiding exchange

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6
Q

How channel members add value:
Promotion

A

developing and spreading persuasive communications about an offer

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7
Q

How channel members add value:
Contact

A

finding and engaging customers & potential buyers

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8
Q

How channel members add value:
Matching

A

shaping offers to to meet the buyer’s needs

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9
Q

How channel members add value:
Negotiation

A

reaching an agreement on price and other terms

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10
Q

How channel members add value:
Physical Distribution

A

transporting and storing goods

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11
Q

How channel members add value:
Financing

A

acquiring and using funds to cover the costs of the channel work

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12
Q

How channel members add value:
Risk taking

A

assuming the risks of carrying out the channel work

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13
Q

Channel level

A

a layer of intermediaries that bring together the product and it’s ownership close to the final buyer

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14
Q

Direct marketing channel

A

no intermediary levels

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15
Q

Indirect marketing channel

A

contains one or more intermediary levels

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16
Q

Marketing channels

A

partnered firms (for their common good) where each member has a specific role

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17
Q

Channel conflict

A

disagreements among marketing channel members

who should do what and for what rewards?

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18
Q

Horizontal channel conflict

A

occurs among firms at the same level of the channel

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19
Q

vertical channel conflict

A

occurs between different levels of the same channel, more common

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20
Q

Conventional distribution channel

A

one or more independent producers, wholesalers, and retailers

are separate businesses, seeking to maximize their own profit

maybe even at the expense of profits of the system as a whole

21
Q

Vertical marketing system (VMS)

A

producers, wholesalers, and retailers act as a unified system

one channel member owns the others, has contracts, or is very powerful

22
Q

Corporate VMS

A

vertical marketing system

combines stages of production and distribution under single ownership

23
Q

Contractual VMS

A

vertical marketing system

independent firms at different levels of production and distribution join together through contracts

24
Q

Franchise Organization

A

contractual VMS where a channel member (franchisor) links several stages in the production-distribution process

25
Q

Administered VMS

A

vertical marketing system

coordinates stages of production and distribution through size and power of one of the parties

26
Q

Horizontal marketing system

A

channel arrangement where two or more companies at one level join together to follow a new marketing opportunity

27
Q

Multichannel distribution system

A

distribution system where a single firm sets up two or more marketing channels to reach more customer segments

28
Q

Changing channel organization:
Disintermediation

A

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

29
Q

Marketing channel design

A

designing effective marketing channels based on customer needs, etc.

30
Q

Number of marketing intermediaries:
Intensive distribution

A

stocking the product in as many outlets as possible

31
Q

Number of marketing intermediaries:
Exclusive distribution

A

limited number of dealers have the right to distribute the company’s products

32
Q

Number of marketing intermediaries:
Selective distribution

A

between intensive and exclusive

more than one but less than all of them

33
Q

a producer and intermediaries need to agree on:

A
  1. price policies
  2. conditions of sale
  3. territory rights
  4. specific services
34
Q

Marketing channel management

A

selecting, managing, and motivating individual channel members and evaluating their performance over time

35
Q

Public Policy and Distribution Decisions:
Exclusive distribution

A

the producer only gives one or a limited number of dealers the right to distribute its products

36
Q

Public Policy and Distribution Decisions:
Exclusive dealing

A

when the seller requires that the exclusive distribution sellers do not handle competitor’s products

37
Q

Public Policy and Distribution Decisions:
Exclusive territorial agreements

A

where producers or sellers limit territory

38
Q

Public Policy and Distribution Decisions:
Full-line forcing

A

agreements where the dealer must take most or all of the line

39
Q

Marketing logistics (physical distribution)

A

planning, implementing, and controlling the physical flow of materials from points of origin to points of consumption

40
Q

Outbound logistics

A

moving products from the factory to resellers and ultimately to customers

41
Q

Inbound logistics

A

moving products and materials from suppliers to the factory

42
Q

Inverse logistics

A

reusing, recycling, or disposing of unwanted or excess products returned by consumers or resellers

43
Q

Supply chain management

A

managing upstream and downstream value-added flows

44
Q

4 reasons for greater emphasis on logistics:

A
  1. competitive advantage
  2. cost savings
  3. explosion in product variety
  4. logistics affect the environment
45
Q

just-in-time inventory management

A

producers and retailers carry small inventories

46
Q

multimodal transportation

A

combining two or more modes of transportation

47
Q

integrated logistics management

A

emphasize teamwork (both inside and outside the company) to maximize the performance

48
Q

third-party logistics (PL) provider

A

independent logistics provider

Marketing Management (12 decks)

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