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Marketing > Chapter 12 Vocab > Flashcards

Chapter 12 Vocab Flashcards

1
Q

value delivery network

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

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2
Q

marketing (distribution) channel

A

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

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3
Q

key functions performed by marketing channel members (distributors) (8)

A

5 help to complete transactions
information - gathering & distribution to relevant parties
promotion - develop & spread persuasive communication
contact - find & communicate with buyers
matching - shape offers to meet buyer’s needs
negotiation - reach agreement on price, other terms
3 help fulfill completed transactions
physical distribution - transportation & storage
financing - covering costs of channel work
risk taking - assuming risk of carrying out channel work

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4
Q

channel level

A

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

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5
Q

direct marketing channel

A

a marketing channel that has no intermediary levels

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6
Q

indirect marketing channel

A

a marketing channel containing one or more intermediary levels

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7
Q

types of flows in the marketing channel (5)

A 
physical flow of products
flow of ownership
payment flow
information flow
promotion flow
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8
Q

channel conflict

A

disagreements among marketing channel members on goals, roles, and rewards (who should do what and for what rewards)

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9
Q

horizontal conflict

A

occurs among firms at the same level of the channel

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10
Q

vertical conflict

A

conflict between different levels of the same channel

more common than horizontal conflict

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11
Q

conventional distribution channels

A

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

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12
Q

vertical marketing system

A

a channel structure in which producers, wholesalers, and retailers act as a unified system; one channel member owns the others, has contacts with them, or has so much power that they all cooperate

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13
Q

corporate VMS

A

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

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14
Q

contractual VMS

A

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

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15
Q

franchise organization

A

a contractual VMS in which a channel member, called a franchisor, links several stages in the production distribution process

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16
Q

3 types of franchises

A

manufacturer sponsored retailer franchise system
manufacturer sponsored wholesaler franchise system
service firm sponsored retailer franchise system

17
Q

administered VMS

A

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

18
Q

horizontal marketing system

A

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

19
Q

multichannel distribution systems

A

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

20
Q

disintermediation

A

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

21
Q

marketing channel design

A

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

22
Q

intensive distribution

A

stocking the product in as many outlets as possible

23
Q

exclusive distribution

A

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

24
Q

selective distribution

A

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

25
Q

marketing channel management

A

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

26
Q

exclusive dealing

A

sellers require that exclusive distributors not carry competitors’ products

27
Q

full line forcing

A

forcing a deal to take some or all the rest of a line if they want to be able to carry a strong brand

28
Q

marketing logistics (physical distribution)

A

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

29
Q

supply chain management

A

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

30
Q

outbound logistics

A

moving products from the factory to resellers and ultimately to customers

31
Q

inbound logistics

A

moving products and materials from suppliers to the factory

32
Q

reverse logistics

A

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

33
Q

major logistics functions (4)

A

warehousing
inventory management
transportation
logistics information management

34
Q

distribution centers

A

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

35
Q

storage warehouses

A

store goods for moderate to long periods

36
Q

intermodal transportation

A

combining two or more modes of transportation

37
Q

electronic data interchange EDI

A

digital exchange of data between organizations, which is primarily transmitted via the internet

38
Q

integrated logistics management

A

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

39
Q

third party logistics (3PL) providers

A

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

Marketing (20 decks)

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