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Chpt. 13
Chpt. 13
35
Marketing
Undergraduate 2
03/26/2007

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Term
distribution
Definition
movement of goods and services from producers to consumers
Term
marketing channel aka distribution channel
Definition
system of markerting institutions that enhances the physical flow of goods and services, along with ownership title, from producer to consumer or business user
Term
logistics
Definition
process of coordinating the flow of information, goods, and services among members of the distribution channel
Term
supply-chain management
Definition
control of the activities of purchasing, processing, and delivery through which raw materials are transformed into products and made available to customers
Term
physical distribution
Definition
broad range of activities aimed at efficient movement of finished goods from the end of the production line to the customer
Term
direct channel
Definition
marketing channel that moves goods directly from a producer to the business purchaser or ultimate user
Term
direct selling
Definition
marketing strategy in which a producer establishes direct sales contact with its product's final users
Term
party plan
Definition
a seller attends a gathering at a host customer's home to demonstrate product and take orders
Term
party plan
Definition
a seller attends a gathering at a host customer's home to demonstrate product and take orders
Term
industrial distributor
Definition
intermediaries in the business market that take title to the goods
Term
manufacturers' representative
Definition
an intermediary who provides an independant sales forcast to contact wholesale buyers
Term
dual distribution
Definition
network that moves products to a firm's target market through more than one marketing channel
Term
reverse channels
Definition
channels designed to return goods to their producers
Term
intensive distribution
Definition
distribution of a product through all channels
Term
selective distribution
Definition
distribution of a product through a limited number of channels
Term
exclusive distribution
Definition
distribution of a product through a single wholesaler or retailer in a specific geographic region
Term
cooperative advertising
Definition
manufacturer pays a percentage of the retailer's advertising expenditures and the retailer prominantly displays the firms products
Term
exclusive dealing agreement
Definition
prohibits a marketing intermediary from handling competing products
Term
closed sales territories
Definition
restrictions to distributors to certain geographic regions
Term
tying agreements
Definition
allow channel members to become exclusive dealers only if they carry products other than those they want to sell
Term
supply chain aka value chain
Definition
copmplete sequence of suppliers and activities that contribute to the creation and delivery of goods and services
Term
upstream management
Definition
managing raw materials, inbound logistics, and warehouse facilities
Term
downstream management
Definition
managing finished product storage, outbound logistics, marketing and sales, and customer service
Term
radio frequency identification
Definition
technology that uses a tiny chip with identification that can be read by a scanner using radio waves from a distance
Term
enterprise resource planning system
Definition
integrated software system that consolidates data from among the firm's units
Term
third party logistics firm
Definition
specialize in handling logistics activities for clients
Term
6 elements of physical distribution system
Definition
1. customer service
2. transportation
3. inventory control
4. protective packaging and materials handling
5. order processing
6. warehousing
Term
suboptimization
Definition
managers of indiviual physical distribution functions attempt to minimize costs, but the impact of one task on the others leads to less than optimal results
Term
common carriers
Definition
for-hire carriers to the general public
Term
contact carriers
Definition
for-hire transporters that do not offer their services to the general public but establish contracts with individual customers and operate exclusively for particular industries
Term
private carriers
Definition
provide transportation services solely for internally generated freight
Term
intermodel operations
Definition
combonation of transport modes such as rail and highway carriers (piggy back), air and highway (birdyback) and water and air (fishyback) to improve customer service and acheive cost advantages
Term
Vendor-managed inventory
Definition
based on assumption that suppliers are in the best position to spot understocks or surpluses
Term
containerization
Definition
combining several unitized loads
e.x.- a container of oil rig parts
Term
2 compnents of distribution strategy
Definition
1. marketing channels
2. logistics and supply-chain management
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