Term
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Definition
| A set of institutions that moves goods from the point of production to the point of consumption, also called channel |
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Term
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Definition
| A set of institutions that moves goods from the point of production to the point of consumption, also called supply chain |
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| Primary Marketing Institutions |
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Definition
| Supply-chain members that take title to goods that move through the chain |
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| Facilitating Marketing Institutions |
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Definition
| Supply-chain members that do not actually take title but assist in the marketing process by specializing in the performance of certain functions |
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| When a smaller number of retailers are used to reach the target market |
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Definition
| When only one retailer is used to reach the target market |
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Term
| Conventional Marketing Channel |
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Definition
| A supply chain in which each member is loosely aligned with the others and takes a short-term orientation |
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| Vertical Marketing Channel |
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Definition
| A capital-intensive network of several levels that is professionally managed and relies on centrally programmed systems to realize the technological, managerial, and promotional economies of long-term relationships |
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Term
| Quick Response (QR) Systems AKA Efficient consumer response (ECR) system |
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Definition
| A system that is designed to obtain real-time information on consumers' actions by capturing SKU data at point-of-purchase terminals and then transmitting that information through the entire supply chain; also called an Efficient consumer response (ECR) system |
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Definition
| A facility that stores goods for safekeeping in return for a fee |
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Definition
| When a manufacturer sells its goods directly to a final consumer or end user |
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Definition
| Is the channel that occurs when a manufacturer sells its goods through wholesalers and/or retailers |
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Definition
| When all possible retailers are used to reach the target market |
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Term
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Definition
| Power based on B's desire to be identified or associated with A |
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Definition
| Power based on B's belief that A has the capacity to punish or harm B if B does not do what A wants |
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Term
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Definition
| Power based on A's right to influence B or on B's belief that B should accept A's influence |
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Definition
| Power based on A's ability to provide B with factual data |
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Definition
| When two parties such as a retailer and a supplier have different perceptions of reality |
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Term
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Definition
| Are the lowest level of identification of merchandise |
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Term
| Corporate Vertical Marketing Channels |
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Definition
| Typically either a manufacturer that has integrated vertically forward to reach the consumer or a retailer that has integrated vertically backward to create a self-supply network |
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Term
| Contractual Vertical Marketing Channels |
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Definition
| A supply chain that uses a contract to govern the working relationship between the members; includes wholesaler-sponsored voluntary groups, retailer-owned cooperatives, and franchised retail programs |
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Term
| Wholesaler-Sponsored Voluntary Groups |
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Definition
| A group created by a wholesaler that brings together independently owned retailers and offers them a coordinated merchandising program |
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Term
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Definition
| Form of licensing by which the owner of a trademark, service mark, trade name, advertising symbol, or method (the franchisor) obtains distribution through affiliated dealers (franchisees); each franchisee is authorized to sell franchisor's goods or services in either a retail space or a designated geographical area, with the franchise governing the method of business between the two parties |
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| Administered Vertical Marketing Channels |
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Definition
| Similar to a conventional marketing channels except one member takes the initiative to lead the channel by applying the principles of effective interorganizational management |
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Definition
| Dependency occurs when a retailer needs another supply chain member or vice versa to perform certain marketing functions. When two members of the supply chain are dependent on each otehr they are referred to as interdependent |
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Term
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Definition
| The ability of one member to influence the behavior of other supply chain members; the more dependent the supplier is on the retailer, the more power the retailer has over the supplier and vice versa |
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Definition
| Power based on the ability of A to provide rewards to B |
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Definition
| Power based on B's perception that A has some special knowledge or superior ability |
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Definition
| When achieving the goals of either the supplier or the retailer would hamper the performance of the other |
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Definition
| When a manufacturer sells to independent retailers while simultaneously selling directly to the final consumer through its own retail outlets or through an Internet site |
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Definition
| When there is disagreement about which members of marketing channel should make decisions |
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| Unauthorized member of a channel that buys and sells excess merchandise to and from authorized channel members |
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Definition
| When genuinely branded merchandise flows through unauthorized channels that cross national boundaries |
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Definition
| When a consumer seeks product information and usage instructions about a product from a full-service specialty store but then purchases the product from a limited-service discounter or over the Internet |
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Definition
| When two parties such as a retailer and supplier trust each other |
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| When two parties openly communicate their ideas, concerns, and plans |
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Definition
| When a high value is placed on the relationship between a supplier and a retailer; an attitude and thus hard to explicitly create |
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Definition
| The simultaneous management of price, shelf-space merchandising strategy, promotional efforts, and other elements of the retail mi within the merchandise category based on the firm's goals, the changing environment, and consumer behavior |
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Term
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Definition
| The individual who uses detailed knowledge of the consumer and consumer trends, detailed point-of-sale (POS) information, and specific analysis provided by each supplier to the category to create various store displays based on local market conditions |
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Term
| Retailer-Owned Cooperatives |
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Definition
| Wholesale operation that is organized and owned by retailers; most common in hardware retailing |
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