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Intro to Marketing Rudelius Ch 15: Distribution
Kerin, Hartley, Rudelius 12th edition
48
Marketing
Undergraduate 2
05/11/2015

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Term
marketing channel
Definition
individuals or firms involved in the process of making a product available for consumption by consumers or industrial users
Term
middleman
Definition
any intermediary between manufacturer and end-user market
Term
agent/broker
Definition
middleman with legal authority to act on manufacturer's behalf
Term
wholesaler
Definition
an intermediary who sales to other intermediaries, usually retailers; term used in consumer markets
Term
retailer
Definition
an intermediary who sells to consumers
Term
distributor
Definition
has a wide meaning, used to refer to intermediaries who perform various functions, such as selling, maintaining inventory, extending credit
Term
dealer
Definition
can mean anything from distributor, retailer, wholesaler etc
Term
transactional function
Definition
buying for reselling, actively selling, and taking risk of storing inventory
Term
logistical function
Definition
sorting large quantities into smaller amounts, assorting with goods from other manufacturers, storing, transporting
Term
facilitating function
Definition
financing by extending credit to customers, grading products by quality, providing marketing info to costumers and market research info to suppliers
Term
consumer benefits created by intermediaries
Definition
Time utility
Place utility
Form utility
Possession utility
Term
direct channel B2C & B2B
Definition
manufacturer to final consumer/industrial user, e.g., insurance
Term
indirect channels B2C
Definition
a) manufacturer to retailer to consumer
b) manufacturer to wholesaler to retailer to consumer
c) manufacturer to agent to wholesaler to retailer to consumer
Term
indirect channels B2B
Definition
a) manufacturer to industrial distributor to industrial user, e.g. construction supplies
b) manufacturer to agent to industrial user
c) manufacturer to agent to industrial distributor to industrial user
Term
direct marketing
Definition
allows costumers purchase without face-to-face interaction; e.g. telemarketing, mail-order selling, catalog selling
Term
multichannel marketing
Definition
blending of different communications & delivery channels that are mutually reinforcing to attract, retain & engage consumers
Term
dual distribution
Definition
firm reaches different buyers through two or more different types of channels for the same product, e.g. shop for individuals & sales calls for businesses
Term
strategic channel alliances
Definition
agreements between firms to distribute each other's products via each other's marketing channels
Term
vertical marketing system
Definition
professionally managed and centrally coordinated to achieve maximum efficiency. Types: corporate, contractual, administered
Term
a) corporate system
Definition
successive stages of production and distribution under a single ownership
forward integration- manufacturer owns the intermediary distributor
backward integration - retailer owns manufacturing operations
Term
b) contractual system
Definition
independent production & distribution firms integrate their efforts according to a contract
Term
1) wholesaler
Definition
sponsored voluntary chains- wholesaler organize & standardize buying practices & inventory management practices for many small retailers
Term
2) retailer-sponsored cooperatives
Definition
small, independent retailers concentrate their buying power to operate a wholesale facility cooperatively
Term
3) franchising
Definition
contract between parent company and an individual or firm that allows to operate a business under a certain name and abiding to certain rules
Term
c) administered system
Definition
achievement of coordination at successive stages of production & distribution by the size and influence of one channel member rather than through ownership, e.g. Walmart negotiates with manufactures and Protector & Gamble with retailers
Term
density
Definition
number of stores in a geographic area
Term
intensive distribution
Definition
firms tries to place its product in as many outlets as possible
Term
selective distribution
Definition
firm selects few retailers in a specific area to sell its products
Term
exclusive distribution
Definition
one retailer in a specific area carries firm's product
Term
buyer requirements
Definition
a) information
b) convenience
c) variety
d) pre- or postsale services
Term
factors affecting channel choice
Definition
a) target market coverage
b) buyer requirements
c) profitability
Term
channel conflict
Definition
one member believes that the action sof another member prevent it form achieving its goals
Term
vertical conflict
Definition
occurs between different levels in a marketing channel, e.g. wholeseler and retailer
Term
horizontal conflict
Definition
occurs between two members on the same marketing level, e.g. two wholeselers
Term
disintermediation
Definition
a channel member bypasses another member and sells products to the next member in the chain
Term
channel captain
Definition
channel member that coordinates, directs and supports other channel members
Term
tying arrangements
Definition
when a distributor buying one product is forced to buy other products form the supplier. Illegal
Term
full-line forcing
Definition
buyer is forced to carry a full-line of suppliers products instead of separate items. Illegal
Term
resale restriction
Definition
supplier attempts to control to whom and where its products are resold. illegal
Term
logistics
Definition
activities that focus on getting the right quantity of the right product at the right place in the right time at the lowest possible cost
Term
supply chain
Definition
refers to various firms involved in creating and delivering a product or a service to consumers, includes everyone from raw material suppliers to producer to consumer
Term
supply chain managemnt
Definition
integration and organization of information and logistics activities across firms in the supply chain
Term
total logistics costs
Definition
includes expenses associated with transportation, materials handling, warehousing, inventory, stockouts, order processing and return products handling
Term
customer service in logistics
Definition
ability of logistics management to satisfy users in terms of time, dependability, communications, convenience
Term
order cycle or replenishment time
Definition
time between ordering a good and having it delivered and ready for sell
Term
vendor-managed inventory (VMI)
Definition
the supplier electronically determines the amount of product a retailer needs and automatically delivers it on pre-agreed terms
Term
reverse logistics
Definition
process or reclaiming reusable & recyclable materials, returns, and reworks form point of consumption to repair/remanufacture/redistribute/dispose
Term
order cycle or replenishment time
Definition
time between ordering a good and having it delivered and ready for sell
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