Chapter 12 Flashcards

1
Q

A network composed of the company, suppliers, distributors, and, ultimately, customers who partner with each other to improve the performance of the entire system in delivering customer value.

A

value delivery network

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2
Q

A network composed of the company, suppliers, distributors, and, ultimately, customers who partner with each other to improve the performance of the entire system in delivering customer value.

A

Marketing channel (distribution channel)

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3
Q

A layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer.

A

channel level

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4
Q

A marketing channel that has no intermediary levels.

A

direct marketing channel

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5
Q

A marketing channel containing one or more intermediary levels.

A

indirect marketing channel

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6
Q

Disagreements among marketing channel members on goals, roles, and rewards—who should do what and for what rewards.

A

channel conflict

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7
Q

A channel consisting of one or more independent producers, wholesalers, and retailers, each a separate business seeking to maximize its own profits, perhaps even at the expense of profits for the system as a whole.

A

Conventional distribution channel

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8
Q

A channel structure 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.

A

Vertical marketing system (VMS)

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9
Q

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

A

Corporate VMS

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10
Q

A vertical marketing system in which independent firms at different levels of production and distribution join together through contracts.

A

Contractual VMS

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11
Q

A contractual vertical marketing system in which a channel member, called a franchisor, links several stages in the production-distribution process.

A

Franchise organization

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12
Q

A vertical marketing system that coordinates successive stages of production and distribution through the size and power of one of the parties.

A

Administered VMS

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13
Q

A channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity.

A

Horizontal marketing system

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14
Q

A distribution system in which a single firm sets up two or more marketing channels to reach one or more customer segments.

A

Multichannel distribution system

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15
Q

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

A

Disintermediation

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16
Q

Designing effective marketing channels by analyzing customer needs, setting channel objectives, identifying major channel alternatives, and evaluating those alternatives.

A

Marketing channel design

17
Q

Stocking the product in as many outlets as possible.

A

intensive distribution

18
Q

Giving a limited number of dealers the exclusive right to distribute the company’s products in their territories.

A

exclusive distribution

19
Q

The use of more than one but fewer than all of the intermediaries that are willing to carry the company’s products.

A

selective distribution

20
Q

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

A

marketing channel management

21
Q

Planning, implementing, and controlling the physical flow of materials, final goods, and related information from points of origin to points of consumption to meet customer requirements at a profit.

A

Marketing logistics (physical distribution)

22
Q

Managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers.

A

Supply chain management

23
Q

A large, highly automated warehouse designed to receive goods from various plants and suppliers, take orders, fill them efficiently, and deliver goods to customers as quickly as possible.

A

distribution center

24
Q

Combining two or more modes of transportation.

A

Multimodal transportation

25
Q

The logistics concept that emphasizes teamwork—both inside the company and among all the marketing channel organizations—to maximize the performance of the entire distribution system.

A

Integrated logistics management

26
Q

An independent logistics provider that performs any or all of the functions required to get a client’s product to market.

A

Third-party logistics (3PL) provider