Term
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Definition
| Making goods and services available in the right quantities and locations, when customers want them. |
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Term
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Definition
| Any series of firms or individuals who participate in the flow of products from producer to final user or consumer. |
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Term
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Definition
| direct communication between a seller and an individual customer using a promotion method other than face-to-face selling. |
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Term
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Definition
| the difference between the quantity of products it is economical for a producer to make and the quantity final users or consumers normally want. example a golf ball producer may produce 200000 balls in a time period but an individual consumer may only want 10 in that same time period. |
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Term
| Discrepancy of assortment |
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Definition
| the difference between the lines a typical producer makes and the variety of products a consumer wants. example a golf ball manufacture only makes balls but the consumer may want clubs, shoes, bag and gloves but the consumer wants them all at the same location. |
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Term
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Definition
| adjust the quantities or assortments of products handled at each level in a channel of distribution. accumulating, bulk-breaking, sorting, and assorting. |
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Term
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Definition
| collecting products from many small producer example small crops gathered into larger quantities in an effort to lower transportation costs. |
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Term
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Definition
| dividing up larger quantities into smaller quantities as products get closer to the final market. may involve several layers of the chain of distribution including the retail level when shelves are stocked from individual items in a large case. |
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Term
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Definition
| separating products into grades and qualities desired by different target markets. for example a wholesaler that specializes in serving convenience stores may focus on smaller packages of frequently used products. |
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Term
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Definition
| putting together a variety of products to give a target market what it wants. this is usually done by those closest to the final consumer or user. Retailers or wholesalers who try to supply a wide variety of products for the convenience of their customers. |
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Term
| traditional channel systems |
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Definition
| the various channel members make little or no effort to cooperate with each other. They buy and sell from each other-- and that's the extent of their relationship. |
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Term
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Definition
| a manager who helps direct the activities of a whole channel and tries to avoid or solve conflicts. |
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Term
| Vertical marketing systems |
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Definition
| channel systems in which the whole channel focuses on the same target market at the end of the channel. |
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Term
| corporate channel systems |
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Definition
| corporate ownership all along the channel --it may seem like "going direct" but in this case the firm is doing the manufacturing,wholesaling and retailing. |
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Term
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Definition
| acquiring firms at different levels of channel activity. for example most local pubs in England are owned by large beer breweries. |
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Term
| administered channel systems |
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Definition
| the channel members informally agree to cooperate with each other. |
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Term
| contractual channel systems |
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Definition
| the channel members agree by contract to cooperate with each other. |
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Term
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Definition
| makes a product available widely enough to satisfy target customers' needs but not exceed them. |
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Term
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Definition
| selling a product through all responsible and suitable wholesalers or retailers who will stock or sell the product. |
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Term
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Definition
| selling through only those intermediaries who will give the product special attention. |
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Term
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Definition
| selling through only one intermediary to a particular geographic area. |
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Term
| multichannel distribution |
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Definition
| occurs when a producer uses several competing channels to reach the same target market perhaps using several intermediaries in addition to selling directly. |
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Term
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Definition
| used to retrieve items customers no longer want. returns or recycled items. |
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Term
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Definition
| selling some of what the firm produces to foreign markets. |
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Term
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Definition
| selling the right to use some process, trademark, patent, or other right for a fee or royalty. |
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Term
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Definition
| the seller provides only management and marketing skills -- others own the production and distribution facilities. |
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Term
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Definition
| a domestic firm enters into a partnership with a foreign firm. |
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Term
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Definition
| a parent firm has a division or owns a separate subsidiary firm in a foreign market. |
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