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Ch.15. Mark. channels & supcm
and supply chain managment. DEF.
21
Marketing
Undergraduate 3
11/11/2008

Additional Marketing Flashcards

 


 

Cards

Term
Distribution
Definition
The activities that make products available to customers when and where they want to purchase them.
Term
marketing Channel (Channel of dist.)
Definition
A group of individuals and organizations that direct the flow of products from producers to customers.
Term
Marketing intermediary
Definition
A middleman linking producers to other middlemen or ultimate consumers through contractual arranements or through the purchase and resale of products.
Term
Supply chain management
Definition
Long-term partnerships among marketing channel members that reduce inefficiencies, costs, and redundancies and develop innovative approaches to satisfy customers.
Term
Planning (in SCM)
Definition

Organizational and systemwide coordination of marketing channel partnerships to meet customers' product needs.

 

Tasks in SCM

Term
Sourcing (in SCM)
Definition

Purchasing of necessary resources, goods, and services from suppliers to support all supply chain members.

 

Tasks in SCM

Term
Facilitating delivery (in SCM)
Definition

All activities designed to move the product through the marketing channel to the end user.

 

Tasks in SCM

Term
Relationship building (in SCM)
Definition

All marketing activities related to selling, service, and the development of long-term customer relationships.

 

Tasks in SCM

Term
Industrial Distributor
Definition
An independent business organization that takes title to industrial producs and carries inventories. (usually sell standardized items such as maint supplies, production tools, and small operating equipment).
Term
Dual Distribution
Definition
The use of two or more marketing channels to distribute the same product to the same target market. (kellogg sells cereals directly to large retail grocery chains (channel B) and to food wholesalers that, sell to retailers).
Term
Strategic channel alliance
Definition
An agreement whereby the products of one organization are distributed through the marketing channels of another. (brand of bottled water might be dist. through a marketing channel for soft drinks.)
Term
Intensive Distribution
Definition
Using all available outlets to distribute a product. (appropriate for convenience goods)
Term
Selective distribution
Definition
Using only some available outlets to distribute a product. (appropriate for shopping goods.)
Term
Exclusive Distribution
Definition
Using a single outlet in a fairly large geographic area to distribute a product. (Rare items)
Term
Channel Captain
Definition
The dominant member of a marketing channel or supply chain. (may establish channel policies and coordinate development of the marketing mix)
Term
Channel Power
Definition
The ability of one channel member to influence another member's goal achievement. (person that becomes the channel captain will accept the responsibilities and exercise the power associated with this role).
Term
Vertical channel integration
Definition
Combining two or more stages of the marketing channel under one management. (may occur when one member of marketing channel purchasaes the operations of another member.)
Term
Vertical marketing systems (VMSs)
Definition
A marketing channel managed by a single channel member to achieve efficient, low-cost dist. aimed at satisfying target market customers.
Term
Horizontal channel integration
Definition
Combining organizations at the same level of operation under one management. (owner of dry cleaning firm, might buy and combine several other dry cleaning establishments.)
Term
Tying agreement
Definition
An agreement in which a supplier furnishes a product to a channel meber with the stipulation that the channel member must purchase other products as well.
Term
Exclusive dealing
Definition
A situation in which a manufacturer forbids an intermediary to carry products of competing manufacturers.
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