Term
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Definition
| raw material suppliers, components parts, information, finances, and expertise needed to create a product or service |
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Term
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Definition
| the marketing channels or distribution channels that look toward the customer |
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Term
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Definition
| "make and sell" view that includes the firm's raw materials, productive inputs and factory capaciry |
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Term
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Definition
| "sense and respond" view suggests that planning starts with the needs of the target customer, and the firm repsonds to these needs by organizing a chain of resources and activities with the goal of creating customer value |
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Term
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Definition
| firm's suppliers, distributors, and ultimately customers who partner with each other to improve the performance of the entire system |
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Term
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Definition
| offer producers greater efficiency in making goods available to target markets |
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Term
| How Channel Members Add Value |
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Definition
| They bridge the major time, place, and possession gaps |
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Term
| Key Functions Performed by Channel Members |
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Definition
- information
- promotion
- contact
- matching
- negotiation
- physical distribution
- financing
-risk taking |
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Term
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Definition
| a layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer |
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Term
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Definition
| the number of intermediary levels |
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Term
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Definition
| a marketing channel that has no intermediary levels |
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Term
| Indirect Marketing Channel |
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Definition
| a marketing channel contain one or more intermediary levels |
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Term
| channel conflict - disagreement among marketing channel members on goals and roles; who should do what and for what reward |
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Definition
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Term
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Definition
| conflict among firms at the same level of the channel |
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Term
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Definition
| conflict between different levels of the same channel |
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Term
| Conventional Distribution Channel |
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Definition
| a channel consisting of one or more independent producers, wholesalers, and retailers, each a seperate business seeking to maximize its own profits, even at the expense of profits for the system as a whole |
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Term
| Vertical Marketing System |
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Definition
| a distribution channel structure in which producers, wholesalers, and retailers act as a unified system; one channel members owns the others, has contracts with them or has so much power that they all cooperate |
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Term
| Corporate Vertical Marketing System |
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Definition
| a vertical marketing system that combines successive stages of production and distribution under single ownership; channel leadership is established through common ownership |
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Term
| Contractual Vertical Marketing System |
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Definition
| a vertical marketing system in which independent firms at different levels of production and distribution join together though contracts to obtain more economies or sales impact than they could achieve alone |
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Term
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Definition
a contractual vertical marketing system in which a channel member, called a franchisor, links several stages in the production-distribution process
1. manufacturer-sponsored retailer - ford and its network of independent franchise dealers
2. manufacturer-sponsored wholesaler - coca-cola licensed bottlers
3. service-firm-sponsored retailer - Hertz, McDonald's, Holiday Inn |
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Term
| Administered Vertical Marketing System |
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Definition
| a vertical marketing system that coordinates successive stages of production and distribution through the size and power of one of the parties |
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Term
| Horizontal Marketing System |
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Definition
| a chennel arrangement in which two or more companies at one level join together to follow a new marketing opportunity; "express" McDonald's inside Wal-Mart |
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Term
| Multichannel Distribution Systems |
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Definition
| often called hybrid marketing channels; a distribution system in which a single firm sets up two or more marketing channels to reach one or more customer segments |
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Term
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Definition
| the cutting out of marketing channel intermediaries by product or service producers, or the displacement of traditional resellers by radical new types of intermediaries |
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Term
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Definition
| marketing strategy under which a firm sells through as many outlets as possible, so that the consumers encounter the product virtually everywhere they go |
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Term
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Definition
| suppliers enter into agreements with one or a few retailers that designate the latter as the only companies in specified geographic areas to carry certain brands and/or product lines |
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Term
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Definition
| the use of more than one but fewer than all; considered more suitable for high-end items such as "designer" or prestige goods |
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Term
| Marketing Channel Management |
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Definition
| selecting, managing, and motivating indicidual channel members and evaluating their performance over time |
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Term
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Definition
| the seller requires that dealers do not handle competitors' products |
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Term
| Exclusive Territorial Agreements |
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Definition
| producer may agree not to sell to other dealers in a given area or the buyer may agree to sell only in its own territory |
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Term
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Definition
| producers of a strong brand sometimes sell it to dealers only if the dealers will take some or all of the rest of the line |
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Term
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Definition
| planning, implementing, and controlling the physical flow of materials, final goods, and related information from poitns of origin to points of consumption to meet customers requirements at a profit |
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Term
| Customer Centered Logistics |
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Definition
| starts with the marketplace and works backward to the factory |
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Term
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Definition
| moving products from the factory to resellers and ultimately to customers |
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Term
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Definition
| moving products and materials from suppliers to the factory |
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Term
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Definition
| moving broken, unwanted, or excess products returned by consumers or resellers |
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Term
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Definition
| managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers and final consumers |
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Term
| Major Logistics Functions |
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Definition
Warehousing
Inventory Management
Transportation
Logistics Information Management |
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Term
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Definition
| a large, highly automated warehouse designed to receive goods from various plants and suppliers, take orders, fill them efficiently, and deliver goods to customers as quickly as possible |
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Term
| Intermodal Transportation |
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Definition
| combining two or more modes or transportation |
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Term
| Integrated Logistics Management |
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Definition
| the logistics concept that emphasizes teamwork, both inside the company and among all the marketing channel organizations, to maximize the performance of the entire distribution system |
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Term
| Third-Party Logistics (3PL) |
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Definition
| an independent logistics provider that performs any or all of the functions required to get its client's product to market |
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