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Chapter 15
Definitions
20
Marketing
Undergraduate 3
04/04/2011

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Term
Marketing Channel
Definition
consists of individuals and firms involved in the process of making a product or service available for use or consumption by consumers or industrial users
Term
Industrial Distributor
Definition
an intermediary that performs a variety of marketing channel functions, including selling, stocking, delivering a full product assortment, and financing
Term
Electronic Marketing Channels
Definition
employ the internet to make products and services available for consumption or use by consumers or business buyers
Term
Direct Marketing Channels
Definition
allow consumers to buy products by interacting with various advertising media without a face-to-face meeting with a salesperson
Term
Multichannel Marketing
Definition
the blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online
Term
Dual Distribution
Definition
an arrangement whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product
Term
Strategic Channel Alliances
Definition
when one firm's marketing channel is used to sell another firm's products
Term
Merchant Wholesalers
Definition
independently owned firms that take title to the merchandise they handle
Term
Manufacturer's Agents
Definition
agents who work for several producers and carry noncompetitive, complementary merchandise in an exclusive territory (also called manufacturer's representatives)
Term
Selling Agents
Definition
agents who represent a single producer and are responsible for the entire marketing function of that producer
Term
Brokers
Definition
independent firms or individuals whose principal function is to bring buyers and sellers together to make sales
Term
Vertical Marketing Systems
Definition
professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact
Term
Franchising
Definition
a contractual arrangement between a parent company and an individual or firm that allows the franchisee to operate a certain type of business under an established name and according to specific rules
Term
Channel Partnership
Definition
consists of agreements and procedures among channel members for ordering and physically distributing a producer's products through the channel to the ultimate consumer
Term
Intensive Distribution
Definition
a level of distribution density whereby a firm tries to place its products and services in as many outlets as possible
Term
Exclusive Distribution
Definition
a level of distribution density whereby only one retailer in a specific geographical area carries the firm's products
Term
Selective Distribution
Definition
a level of distribution density whereby a firm selects a few retailers in a specific geographical area to carry its products
Term
Channel Conflict
Definition
arises when one channel member believes another channel member is engaged in behavior that prevents it from achieving its goals
Term
Disintermediation
Definition
channel conflict that arises when a channel member bypasses another member and sells or buys products direct
Term
Channel Captain
Definition
a channel member (producer, wholesaler, or retailer) that coordinates, directs, and supports other channel members
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