Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
26 Cards in this Set
- Front
- Back
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 |
Value Delivery Network |
|
a set of interdependent organizations that help make a product or service available for use or consumption by the consumer or business user |
Marketing Channel |
|
a layer of intermediaries that performs some work in bringing the product and its ownership closer to final buyer |
Channel level |
|
a marketing channel that has no intermediary levels |
Direct Marketing Channel |
|
a marketing channel containing one or more intermediary levels |
Indirect Marketing Channel |
|
disagreements among marketing, channel members on goals, roles, and rewards, who should do what and for what awards |
Channel conflict |
|
consists of one or more independent producers, wholesalers, and retailers; each is a separate business seeking to maximize its own profits, perhaps even at the expense of the system as a whole |
Conventional distribution channel |
|
consists of producers, wholesalers, and retailers acting as a unified system; one channel member owns the others, has contracts with them, or weirdo so much power that they must all cooperate |
Vertical Marketing System (VMS) |
|
integrates successive stages of production and distribution under single ownership |
Cooperate VMS |
|
a vertical marketing system in which independent firms at different levels of production and distribution join together through contracts |
Contractual VMS |
|
the most common type of contractual relationship; a contractual vertical marketing system in which a channel member, called a franchisor, links several stages in the production-distribution process |
Franchise organization |
|
a VMS that coordinate successive stages of production and distribution through the size and power of one of the parties |
Administered VMS |
|
a channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity |
Horizontal Marketing System |
|
a distribution system in which a single firm sets up two or more marketing channels to reach one or more customer segments |
Multichannel distribution system |
|
the cutting out of marketing channel intermediaries by product or service producers or the displacement of traditional resellers by radical new types of intermediaries |
Disinternediation |
|
calls for analyzing consumer needs, selling channel objectives, identifying major channel alternatives, and evaluating those alternatives |
Marketing channel design |
|
stocking the product in as many outlets as possible |
Intensive distribution |
|
giving a limited number of dealers the exclusive right to distribute the company's products in their territories |
Exclusive distribution |
|
the use of more than one but fewer than all of the intermediaries who are willing to carry the company's products |
Selective distribution |
|
calls for selecting, managing, and motivating individual channel members and evaluating their performance over time |
Marketing channel management |
|
involves planning, implementing, and controlling the physical flow of goods, services, and related information from points of origin to points of consumption to meet customer requirements at a profit |
Marketing logistics (physical distribution) |
|
managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers |
Supply Chain Management |
|
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 |
Distribution center |
|
combining two or more modes of transportation |
Intermodal transportation |
|
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 |
Integrated logistics management |
|
an independent logistics provider that performs any or all of the functions required to get a client's product to market |
Third-Party Logistics (3PL) |