Ch. 14 Contemporary Marketing- Boone & Kurtz 16Th Edition

Front 1

Distribution

Back 1

Movement of goods and services from producers to consumers.

Front 2

Marketing (distribution) Channel

Back 2

System of marketing institutions that enhances the pjusical flow of goods and services, along with ownership title, from producer to consumer or business user.

Front 3

Logistics

Back 3

Process of coordinating the flow of information, goods, and services among members of the distribution channel.

Front 4

Supply Chain Management

Back 4

Control of the activities of purchasing, processing, and delivery through which raw materials are transformed into products and made available to final consumers.

Front 5

Physical Distribution

Back 5

Broad range of activities aimed at efficient movement of finished goods from the end of the production line to the consumer.

Front 6

Marketing Intermediary (Middleman)

Back 6

Wholesaler or retailer that operates between producers and consumers or business users.

Front 7

Wholesaler

Back 7

Channel intermediary that takes title to the goods it handles and then distributes these goods to retailers, other distributors, or business or B2B customers.

Front 8

Direct Channel

Back 8

Marketing channel that moves goods directly from a producer to the business purchaser or ultimate user.

Front 9

Direct Selling

Back 9

Strategy designed to establish direct sales contact between producer and final user.

Front 10

Manufacturers' Representative

Back 10

Agent wholesaling intermediary that represents manufacturers of related but noncompeting products and receives a commission on each sale.

Front 11

Dual Distribution

Back 11

Network that moves products to a firm's target market through more than one marketing channel.

Front 12

Reserve Channel

Back 12

Channel designed to return goods to their producers.

Front 13

Intensive Distribution

Back 13

Distribution of a product though all available channels.

Front 14

Selective Distribution

Back 14

Distribution of a product through a limited number of channels.

Front 15

Exclusive Distribution

Back 15

Distribution of a product through a single wholesaler or retailer in a specific geographic region.

Front 16

Closed Sales Territory

Back 16

Exclusive geographic selling region of a distributor.

Front 17

Tying Agreement

Back 17

Arrangement that requires marketing intermediary to carry items other than those they want to sell.

Front 18

Channel Captain

Back 18

Dominant and controlling member of a marketing channel.

Front 19

Gray Goods

Back 19

Products manufactured abroad under license from a US firm and then sold in the US market in competition with that firm's own domestic output.

Front 20

Vertical Marketing System (VMS)

Back 20

Planned channel system designed to improve distribution efficiency and cost-effectiveness by integrating various functions throughout the distribution channel.

Front 21

Forward Integration

Back 21

Process through which a firm attempts to control downstream distribution.

Front 22

Backward Integration

Back 22

Process through which a manufacturer attempts to gain greater control over inputs in its production process, such as raw materials.

Front 23

Corporate Marketing System

Back 23

VMS in which a single owner operates the entire marketing channel.

Front 24

Administered Marketing System

Back 24

VMS that achieves channel coordination when a dominant channel member exercises its power.

Front 25

Contractual Marketing System

Back 25

VMS that coordinates channel activities through formal agreements among participants.

Front 26

Retail Cooperative

Back 26

Group of retailers that establish a shared wholesaling operation to help them compete with chains.

Front 27

Franchise

Back 27

Contractual arrangement in which a wholesaler or retailer agrees to meet the operating requirements of a manufacturer or other franchiser.

Front 28

Supply Chain

Back 28

Complete sequence of suppliers and activities that contribute to the creation and delivery of merchandise.

Front 29

Upstream Management

Back 29

Controlling part of the supply cain that involves raw materials, inbound logistics, and warehouse and storage facilities.

Front 30

Downstream Development

Back 30

Controlling part of the supply chain that involves finished product storage, outbound logistics, marketing and sales, and customer service.

Front 31

Radio-Frequency Identification (RFID)

Back 31

Technology that uses a tiny chip with identification information that can be read by a scanner using radio waves from a distance.

Front 32

Enterprise Resource Planning (ERP) System

Back 32

Software that consolidates data from among a firm's carious business units.

Front 33

Third-Party (Contract) Logistics Firm

Back 33

Company that specializes in handling logistics activities for other firms.

Front 34

Suboptimization

Back 34

Condition that results when individual operations achieve their objectives but interfere with progress toward broader organizational goals.

Front 35

Common Carriers

Back 35

Businesses that provide transportation services as for-hire carriers to the general public.

Front 36

Contact Carriers

Back 36

For-hire transporters that do not offer their services to the general public.

Front 37

Private Carriers

Back 37

Transporters that provide service solely for internally generated freight.

Front 38

Intermodal Operations

Back 38

Combination of transport modes, such as rail and highway carriers (birdyback), and water and air carriers (fishyback), to improve customer services and achieve cost advantages.

Front 39

Materials Handling System

Back 39

Set of activities that move production inputs and other foods within factories, warehouses, and transportation terminals.

Front 40

Containerization

Back 40

Process of combining several unitized loads into a single, well-protected load for a shipment.