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GM
Chapter 12 - Distribution
139
Marketing
Undergraduate 4
05/10/2012

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Term
- the physical flow of goods through channels

- Channels are made up of a coordinated group of individuals or firms that perform functions that add utility to a product or service
Definition
Distribution
Term
place, time, form, and information create
Definition
utility
Term
the availability of a product or service in a location that is convenient to a potential customer
Definition
place utility
Term
the availability of the product processed, prepared, in proper condition and/or ready to use
Definition
form utility
Term
the availability of answers to questions and general communication about useful product features and benefits
Definition
information ability
Term
Coca cola global marketing leadership position is based on its ability to put Coke "within an arm's reach of desire"; in other words to create ______ utility
Definition
place
Term
consumer channels are designed to put products in the hands of people for their own use.
Definition
Business-to-consumer marketing
(B2C)
Term
involves industrial channels that are deliver productss to manufacturers or other organizations that use them as inputs in the production process in day-to-day operations
Definition
business-to-business marketing
(B2B)
Term
wholesale intermediary that typically carries product lines or brands on a selective basis
Definition
Distributor
Term
an intermediary who negotiates transactions between two or more parties but does not take title to the goods being purchased or sold
Definition
Agent
Term
There are ____ channel structure alternatives
Definition
6
Term
_________ to buyers via Internet, mail order, various types of door-to-door selling, or manufacturer-owned retail outlets.
(Channel Structure)
Definition
market directly
Term
2nd type of Channel Structure
Manufacturer -> _____ -> Retailer
(Channel Structure)
Definition
Manufacturer Sales Force
Term
3rd Channel Structure
Manufacturer -> _____ -> Retailer
(Channel Structure)
Definition
Agents or Brokers
Term
4th Channel Structure
Manufacturer -> Manufacturer Sales Force -> _______ -> Retailer
(Channel Structure)
Definition
Wholesaler
Term
5th Channel Structure (Combination)

1) Manufacturer -> Manufacturer Sales Force -> ________

2) Manufacturer -> Manufacturer Sales Force -> ________
(Channel Structure)
Definition
retailer
Term
The internet and related forms of new media are dramatically altering the distribution landscape. ebay pioneered the ____________ marketing model whereby individual consumers market products to other individuals. Ebay's success was one reason that traditional merchants quickly recognized the Internet's potential
Definition
peer-to-peer
(p-to-p)

newest channel structure
Term
6th Channel Structure
Manufacturer -> Wholesaler -> Retailer

Which country uses this channel structure?
Definition
USA
Term
In April 1998, China state council imposed a blanket on all types of ___________. The ban was aimed mostly directly at illegal pyramid schemes, and several foreign companies, including Amway, Avon, Mary Kay, and Tupperware were allowed to continue operations in China
Definition
direct selling
Term
In Japan the biggest barrier facing the US auto manufacturer itsnt high tariffs; rather its the fact that half the cars sold each year are sold __________.
Definition
door-to-door
Term
_________ system is when Japanese car buyers expect numerous face-to-face meetings with a sales representative, during which trust is established
(long-term relationships)
Definition
keiretsu
Term
Another direct selling alternative would be the _______________ store or _____________ store
Definition
manufacturer-owned ; independent franchised
Term
To achieve market coverage for mass-market consumer product such as ice-cream novelties, cigarettes, and light bulbs that are brought by millions of consumers, a channel that links the ______ to ________ and ________ is generally required to achieve market coverage.
Definition
manufacturer ; distributors ; retailers
Term
Perishable products impose special demands on channel members who must ensure that the merchandise is in satisfactory condition at the time of customer purchase

which type of utility?
Definition
form
Term
In affluent countries, Proctor and Gamble, Unilever, Colgate, and other global consumer products companies are accustomed to catering to a "___________" consumer mentality
Definition
buy-in-bulk
Term
By contrast, Mexico and another emerging markets, many consumers shop for food, soft drinks, and other items several times each day at tiny, independent "________" stores, kiosks, and market stalls
Definition
mom and pop
Term
Three basic elements are involve to impact on channel structures
Definition
the manufacturer's sales force, distributors, and wholesalers
Term
Channel _____ can be essential element of a successful marketing strategy
Definition
innovation
Term
Dells rise to a leading position in the global PC industry was based on Micheal Dell's decision to _____ conventional channels by selling direct and by building computers to customers' specifications.
Definition
bypass
Term
if the management chooses, ________ the company establishes its own sales force or operates its own retail stores.
Definition
direct involvement
Term
_______ entails utilizing independent agents, distributors, and retailers.
Definition
Indirect involvement
Term
Is Asia, forexample, Western luxury goods marketers have long relied on ________ distributors such as Hong-Kong, whose local market knowledge and networks of stores are keys to success.
Definition
independent
Term
Debeers uses independent _______ to market its diamonds in the United States
Definition
intermediaries
Term
Direct Involvement in distribution can entail considerable ______. Sales reps and Sales management must be hired and trained. The sales org will be a heavy loser in its early stage. In a new market they will incur losses for a reasonable of time.
Definition
expense
Term
Channel Decisions typically involve _____-term legal commitments and obligations to various intermediaries. Such commitments are extremely expensive.
Definition
long
Term
the _____ of distributors and agents in a target market is critically important
Definition
selection
Term
Companies entering emerging markets for the first time typically find a _____ distributor because the lack knowledge and they want to limit their risk and financial exposure
Definition
local
Term
1) Select _______. Dont let them choose you

(The Seven Specific Guidelines to Distributing)
Definition
distributors
Term
A proactive market entrant can identify potential distributors by requesting a list from the US _______________ or its equivalent in other countries
Definition
US department of Commerce
Term
2) Look for distributors _______ of developing markets, rather than those with a few good customer contracts.
(The Seven Specific Guidelines to Distributing)
Definition
capable
Term
A better choice is often a partner willing to both make the ________ necessary to achieve success and draw upon the marketing experience of the global company.
Definition
investment
Term
3) Treat local distributors as long-term ________ not temporary market entry vehicles
(The Seven Specific Guidelines to Distributing)
Definition
partners
Term
4) Support market entry by ______ money managers, and proven marketing ideas
(The Seven Specific Guidelines to Distributing)
Definition
committing
Term
Management should consider demonstrating its commitment early by investing in a minority ______ stake in an independent distributor.
Definition
equity
Term
5) From the start, maintain _______ over marketing strategy
(The Seven Specific Guidelines to Distributing)
Definition
control
Term
6) To exploit the full potential of global marketing channels, the manufacturer should provide solid _______ for marketing necessary to have employees on site or to have country or regional managers monitor the distributor's performance.
Definition
leadership
Term
6) Make sure distributors provide you with detailed market and financial ____ data
(The Seven Specific Guidelines to Distributing)
Definition
performance
Term
The contract between a manufacturer and distributor should include specific language to the effect that local market information and ______________
Definition
financial data
Term
7) Build _____ among national distributors at the earliest opportunity.
(The Seven Specific Guidelines to Distributing)
Definition
links
Term
Middlemen may seek to maximize their own profit rather than the manufacturers. These agents sometimes engage in ________, the practice of accepting orders only for manufacturers with established demand for products and brands
Definition
cherry picking
Term
One counter to cherry-picking agents is by setting up an expensive _______ force
Definition
direct sales
Term
An alternative method of dealing with cherry-picking agents is to rely on a distributors own _________ by subsidizing the cost of the sales rep the distributor own company product
Definition
sales force
Term
is any retailing activity that crosses national boundaries
Definition
Global Retailing
Term
a term that is used to describe the modern, branded chain stores, currently compromises less that 5 percent of India's market.
Definition
Organized Retail
Term
Retail business models may undergo significant adaptation outside the country in which they originated. For example, after the first _________ Japan franchise open in 1973, the stores quickly attracted customers seeking convenience.
Definition
7-eleven
Term
7-eleven in Japan use cutting-edge EPOS data to track customer behavior and ensure that perishable products and other merchandise is delivered on a _________ basis during high-traffic periods
Definition
just-in-time
Term
The top five companies by revenue for global retailing would be

1) Walmart (US)
2) Carrerfour (France)
3) Metro AG (Germany)
4) _______ PLC (UK)
5) Home Depot (United States)
Definition
Tesco
Term
Walmart uses which formats
________ store, _________ club
Definition
Discount ; Wholesale
Term
Carrefour (france) uses which type of format?
Definition
Hypermarket
Term
Metro AG (Germany) uses which type of format?
Definition
Diversified
Term
Tesco PLC (UK) uses which type of format?
________ and Hypermarket
Definition
Supermarket
Term
Home Depot uses which type of format?
Definition
Home Improvement
Term
literally have several departments under one roof, each representing a distinct merchandise line and staffed with a limited number of sales people
Definition
Department Stores
Term
offer less variety than department stores. They are more narrowly focused and offer a relatively narrow merchandise mixed aimed at particular target market.
Definition
Specialty Retailers
Term
Specialty stores offer a great deal of merchandise depth (many styles colors, and sizes) high levels of service from knowledgeable staff persons and a _______ proposition that is both clear and appealing to consumers
Definition
value
Term
Laura Ashley, The Body Shop, Victoria Secret, Gap, ______, and Disney Store are examples of global retail operators that have many stores in many parts of the world (specialty retailers)
Definition
Starbucks
Term
are departmentalized, single-story retail establishments that offer a variety of food (produce, baked goods, meats) and nonfood items (paper products, health, and beauty aids) mostly on a self-service basis
Definition
Supermarkets
Term
UK-based Tesco has supermarkets that do well expanding globally because they do their homework and pay attention to ________. Typically they study a country market for several years before choosing an entry strategy.
Definition
details
Term
offer some of the same products as supermarkets, but the merchandise mix is limited to high-turnover convenience and impulse products
Definition
convenience stores.
Term
Store:

Original: UK

Global Locations: Saudi Arabia, Hong Kong, Ireland, Dubai
Definition
Harvey Nichols
Term
Store:

Original: United States

Global:Dubai, Saudi Arabia, Mexico
Definition
Saks Fifth Avenue
Term
Store:

Original: US

Global:Japan
Definition
Barneys New York
Term
Store:

Original: Hong Kong

Global:China, Macao, Taiwan
Definition
Lane Crawford
Term
Store:

Original:Japan

Global:US, Europe, Asia
Definition
Mitsukoshi
Term
Store:

Original: Sweden

Global:Austra, Germany, Kuwait, Slovakia, US and 20 others
Definition
H&M (Hennes and Mauritz)
Term
Prices at conveniences stores may be priced ____ to 20 percent higher than supermarkets
Definition
15
Term
7-eleven is the worlds largest _______ store chain; it has a total of 26,000 locations, including franchises, licensees, and stores the company operates itself
Definition
convenience
Term
can be divided into several categories. These are retailer that emphasize low prices
Definition
Discount Retailers
Term
typically offer a wide range of merchandise, including nonfood items and nonperishable food, in a limit service format. The king of this would be Walmart
Definition
Full-line discounters
Term
Besides Walmart being the king of the full-line service format it is also the leader of _____________ segment of discounting retailer shoppers " join" the club to take advantage of low prices on a limited range of products (3000 to 5000) different items.
Definition
Warehouse club
Term
sell a select assortment of products at a single low price.
Definition
Dollar Stores
Term
include retailers such as Aldi Leader Price and Lidl (Where quality is cheaper) that sell a tightly focused selection of goods typically (900 to 16900) differnt items- at very low prices
Definition
Hard Discounters
Term
Walmart pulled out of Germany because there were so many _____ discounters that were thriving.
Definition
hard
Term
are a hybrid retailing format combining the discounter, supermarket,and warehouse club approaches under a single roof. Size-wise, hypermarkets are huge, covering 200,000 square feet to 300,000 feet
Definition
Hypermarkets
Term
offer a wider range of aggressively priced grocery items plus general merchandise in a space that occupies about half the size of a hyper market.
Definition
Super Centers
Term
Supercenters are an important aspect to Walmart's _____ strategy, both home and abroad. Walmart first open its first super market in 1988
Definition
growth
Term
(also known as category killers and big-box retail) is the label many in the retailing industry use when talking about stores such as Toy's R Us, Home Depot, and IKEA. They sell vast assortments of a particular product category like toys or furniture
Definition
Superstores
Term
consists of a grouping of stores in one place. Developers such as Simon Property Group assemble an assortment of retailers that will create an appealing leisure destination
Definition
Shopping Malls
Term
Shopping malls offer acres of free _____ and easy access from main traffic throughfares
Definition
parking
Term
Mall:

Country: Dongguan, China


Number of Stores: 1,500

(World's Leading Shopping Malls )
Definition
South China Mall
Term
Mall:

Country: Beijing, China


Number of Stores: 1000

(World's Leading Shopping Malls )
Definition
Golden Resources Shopping Mall
Term
Mall:

Country: Pasay City, Philippines


Number of Stores: NA

(World's Leading Shopping Malls )
Definition
SM Mall of Asia
Term
Mall:

Country: Dubai, UAE

Number of Stores: 1,200

(World's Leading Shopping Malls )
Definition
Dubai Mall
Term
Mall:

Country: Edmonton, Alberta, Canada

Number of Stores: 800

(World's Leading Shopping Malls )
Definition
West Edmonton Mall
Term
are a variation on the traditional shopping mall: retail operations allow companies with well-known cusumer brands to dispose of excess inventory, out of date merchandise, or factory seconds
Definition
Outlet Stores
Term
To attract large numbers of shoppers, outlet stores are often grouped together in ___________
Definition
outlet malls
Term
Instead of retailers trying to capitalize in huge markets where there is a lot of competition, many retailers simply turned their focus to __________
Definition
customer needs
Term
Global Retailing categories
____ or own-label focus versus a manufacturer brand focus
Definition
private
Term
_____, In quadrant A is a good example of a global retailer with a niche focus as well as an own label focus.
Definition
IKEA
Term
Quadrant A Retailers such as IKA, GAP, Benetton, typically use _________ advertising and product innovation to build a strong brand image
Definition
extensive
Term
In Quadrant B, the private-label focus is retained, but many more product ________ are offered

(mark and spencer)
Definition
categories
Term
Private-label retailers that attempt to expand internationally face a ______-edge challenge: They must attract customers to both the store and the branded merchandise
Definition
double
Term
Retailers in Quadrant C, offer many well-known brands in relatively tightly defined merchandise ______

(Toys R US, Virgin)
Definition
Range
Term
These type of stores like Toy R Us which specializes in toys and include branded products like Mattel and Nintendo tends to quickly dominate smaller established retailers by out-merchandising local competition and offering customers superior value by virtue of extensive inventories and low prices. Tpyically the low prices are the result of buyer power and sourcing advantages that local retailers lack

Which quadrant is this?
Definition
Quadrant C
(Manufacturer brand focus and Fewer Categories)
Term
Carrefour and Walmart establish local retailers and has competence in distribution.

Which Quadrant is this?
Definition
Quadrant D
(Manufacturer Brand Focus and Many Categories)
Term
The four entry strategies for Global Retailing Market Expansion Strategies are
Definition
organic, franchise, chain acquisition, and joint ventures/licensing
Term
occurs when a company uses its own resources to open a store on a greenfield site or to acquire one or more existing retail facilities from another company.
Definition
Organic Growth
(Quadrant A - easy to enter and culturally close)
Term
M&S and Virgin use the organic growth to expand into Germany. The success of this strategy is based on the availability of company resources to sustain high cost of the _______________ investment
Definition
initial
Term
the appropriate entry strategy when barriers to entry are LOW yet the market is culturally distant in terms of consumer behavior or retailing structures
Definition
Franchising
(Quadrant C - Easy to enter and culturally distant)
Term
Franchising is a ________ relationship between two companies
Definition
contractual
Term
IKEA has franchised options in the ___ and _______
Definition
Middle East and Hong Kong
Term
In global retailing, _____ is a market strategy that entails purchasing a company with multiple retail locations in a foreign country
Definition
acquisition
Quadrant A
(difficult to enter - culturally close)
Term
Mark & Spencer for example had no plans for organic growth in the United States, instead it ____, the upscale private-label American retailer Brooks Brothers in 1988 for 750 Million
Definition
acquired
Term
global retailers frequently use these strategies to limit their risk when targeting unfamiliar, difficult-to-enter markets.
Definition
Joint Ventures and Licensing
Term
that includes all the firms that perform support activities by generating raw materials, converting them into components or finished products, and making them available to customers.
Definition
supply chain
Term
If a company is somewhat removed from final customer, it is said to be ______ in the value chain
Definition
upstream
Term
A company that is relatively close to customers - a retailer - for example is said to be __________ in the value chain
Definition
downstream
Term
IKEA purchases wood and other raw materials inputs from a netwoek of suppliers located in dozens of countries; these suppliers are upstream in the value chain, and the process by which wood is transported to the factories is known as _________________
Definition
inbound logistics
Term
IKEA factories add value to the inputs by transforming them into furniture kits that are then shipped on to IKEA stores. The stores are downstream in IKEA value chain; the activities associated with shipping furniture kits from factory to store are known as ______________
Definition
outbound logistics
Term
The most important distribution activities are _____ processing, warehousing, ________ management, and _________
Definition
order, inventory, management
Term
includes order entry, in which the order is actually entered into a company information system, order handling, which involves locating, assembling, and order delivery, the process by which products are made to the customer
Definition
Order processing
Term
are used to store goods until they are sold. another type of distribution center, is designed to efficiently receive goods from suppliers and then fill orders for individual stores or customers.
Definition
Warehouses
Term
_______ ensures that a company neither runs out of manufacturing components or finished goods nor incurs the expense and risk of carrying excessive stocks of these items.
Definition
Inventory management
Term
A new tool for inventory management is the use of ______, which are small tags that are attached to pallets, containers, or individual inventory items
Definition
RFID
Term
decision concern the method or MODE a company should utilize when moving products through domestic and global channels.
Definition
transportation
Term
the word _____ implies a choice, and the major transportation mode choices are rail, truck, air, water, pipeline, and the Internet.
Definition
mode
Term
_______ are highly specialized and used by companies transporting energy-related resources such as oil and natural gas
Definition
pipelines
Term
provides an extremely cost-effective means for moving large quantities of merchandise long distances
Definition
rail
Term
are excellent mode for both long-haul, transcontinental transport and local delivery of goods
Definition
Trucks
Term
Two main types of water transportation is _____ water transportation and ______ transportation
Definition
inland ; ocean
Term
is an extremely low-cost mode generally used to move agricultural, commodities, petroleum, fertilizers, and other goods that lend themselves to bulk shipping. However this transportation can be slow due to weather-related delays
Definition
inland water transportation
Term
The worlds deep-water ports can receive a variety types of ocean-going vessels such as container vessels, bulk and break-bulk vessels, and roll-on, roll-off vessels.
Definition
Ocean transportation
Term
is the fastest transport mode and the carrier of choice for perishable exports such as flowers or fresh fish, but its the most expensive
Definition
Air
Term
is becoming the most important transportation mode that is associated with several advantages and one major disadvantage.
Definition
The Internet
Term
involves an analysis of each shipping mode to determine which mode or combination of modes
Definition
Channel Strategy
Term
refers to the practice of loading ocean-going freight into steel boxes measuring 20 feet, 40 feet, or longer.
Definition
Containerization
Term
____ of goods involves a combination of lang and water shipping from producer to customer.
Definition
Intermodal Transportation
Term
Intermodal Transportation is growing in America but they lack __________ that delay at seaports
Definition
rail infrastructure
Term
describes the integration of activities necessary to ensure the efficient flow of raw materials, in-process inventory, and finished goods from producers to customers
Definition
Logistics management
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