Chapter 15 VOCAB

Question 1

firm’s overall plan for moving products to intermediaries and final customers

Answer 1

distribution stategy

Question 2

businesspeople and organizations that assist in moving and marketing goods and services between producers and consumers

Answer 2

marketing intermediaries

Question 3

intermediaries that sell products to other intermediaries for resales or to organizations for internal use

Answer 3

wholesalers

Question 4

intermediaries that sell goods and services to individuals for their own personal use

Answer 4

retailers

Question 5

independent wholesalers that take legal title to goods they distribute

Answer 5

merchant wholesalers

Question 6

merchant wholesalers that provide a wide variety of services to their customers, such as storage, delivery, and marketing support

Answer 6

full-service merchant wholesalers

Question 7

merchant wholesalers that sell products to organizational customers for internal operations or the production of other goods, rather than to retailers for resale

Answer 7

distributors

Question 8

independent wholesalers that do not take title to the goods they distribute but may or may not take possession of those goods

Answer 8

agents and brokers

Question 9

the replacement of intermediaries by producers, customers, or other intermediaries when those other parties can perform channel functions more effectively or efficiently

Answer 9

disintermediation

Question 10

evolutionary process by which stores that feature low prices gradually upgrade until they no longer appeal to price-sensitive shoppers and are replaced by a new generation of leaner, low-price competitors

Answer 10

wheel of retailing

Question 11

large stores that carry a variety of products in multiple categories, such as clothing housewares, gifts, bedding, and furniture

Answer 11

department stores

Question 12

stores that carries only a particular type of goods, often with deep selection in those specific categories

Answer 12

specialty stores

Question 13

retailers that sell a variety of everyday goods below the market price by keeping their overhead low

Answer 13

discount stores

Question 14

stores that sell designer labels and other fashionable products at steep discounts

Answer 14

off-price retailers

Question 15

companies that use e-commerce technologies to sell over the Internet; includes Internet-only retailers and the online arm of store-based retailers

Answer 15

online retailers

Question 16

the application of Internet technologies to wholesaling and retailing

Answer 16

e-commerce

Question 17

coordinated efforts to reach consumers through more than one retail channel

Answer 17

multichannel retailing

Question 18

the addition of entertainment or education aspects to the retail experience

Answer 18

retail theater

Question 19

combination of intermediaries and channels a producer uses to reach target customers

Answer 19

distribution mix

Question 20

market coverage strategy that tries to place a product in as many outlets as possible

Answer 20

intensive distribution

Question 21

market coverage strategy that uses a limited number of carefully chosen outlets to distribute products

Answer 21

selective distribution

Question 22

market coverage strategy that gives intermediaries exclusive rights to sell a product in a specific geographical area

Answer 22

exclusive distribution

Question 23

disagreement or tension between two or more members in a distribution channel, such as competition between channel partners trying to reach the same group of customers

Answer 23

channel conflict

Question 24

arrangements by which channel partners coordinate their activities under the leadership of one of the partners

Answer 24

marketing systems

Question 25

all the activities required to move all finished products from the producer to the consumer

Answer 25

physical distribution

Question 26

the planning, movement, and flow of goods and related information throughout the supply chain

Answer 26

logistics

Question 27

functions involved in receiving and filling customers’ orders

Answer 27

order processing

Question 28

facility for storing inventory

Answer 28

warehouse

Question 29

advanced warehouse facilities that specialize in collecting and shipping merchandise

Answer 29

distribution centers

Question 30

movement of goods within a firm’s warehouse terminal, factory, or store

Answer 30

materials handling

Question 31

the coordinated use of multiple modes of transportation, particularly with containers that can be shipped by truck rail, and sea

Answer 31

intermodal transportation