Term
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Definition
| collecting products from many small producers. |
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Term
| administered channel systems: |
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Definition
| various channel members informally agree to cooperate with each other. |
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Term
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Definition
| putting together a variety of products to give a target market what it wants. |
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Term
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Definition
| dividing larger quantities into smaller quantities as products get closer to the final market. |
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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--channel conflicts. |
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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
| contractual channel systems: |
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Definition
| various channel members agree by contract to cooperate with each other. |
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Term
| corporate channel systems: |
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Definition
| corporate ownership all along the channel. |
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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 personal selling. |
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Term
| discrepancy of assortment: |
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Definition
| the difference between the lines a typical producer makes and the assortment final consumers or users want. |
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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. |
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Term
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Definition
| when a producer uses several competing channels to reach the same target market--perhaps using several middlemen in addition to selling directly (sometimes call multichannel distribution). |
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Term
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Definition
| selling through only one middleman in a particular geographic area. |
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Term
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Definition
| when a product is 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 and/or sell the product. |
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Term
| multichannel distribution |
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Definition
| when a producer uses several competing channels to reach the same target market--perhaps using several middlemen in addition to selling directly (sometimes called dual distribution). |
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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
| adjusting the quantities and/or assortments of products handled at each level in a channel of distribution. |
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Term
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Definition
| channels used to retrieve products that customers no longer want. |
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Term
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Definition
| selling through only those middlemen who will give the product special attention. |
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Term
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Definition
| separating products into grades and qualities desired by different target markets. |
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Term
| traditional channel systems: |
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Definition
| a channel in which the various channel members make little or no effort to cooperate with each other. |
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Term
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Definition
| acquiring firms at different levels of channel activity. |
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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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