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Definition
| Demand is derived from the ultimate demand for consumer product using the industrial product. |
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Term
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Definition
| center on incremental product enhancements, incremental process improvements, or incremental changes on both dimensions. |
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Term
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Definition
| Create design and components shared by set of products. |
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Definition
| Establish new core projects and new core processes that differ fundamentally from previous generation of processes and product. |
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Term
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Definition
| Creates knowledge of new materials and technologies that eventually lead to commercial development - more like "pure" science. |
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Term
| (Supply Chain Management)Waste reduction |
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Definition
| Minimizing duplication of efforts, harmonizing operations and systems and enhancing quality. |
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Term
| (Supply Chain Management)Time Compression |
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Definition
| compression of order-to-delivery time. |
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Term
| (Supply Chain Management)Flexible response |
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Definition
| Meeting customer's unique requirements in cost-effective manner. |
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Term
| (Supply Chain Management)Unit Cost Reduction |
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Definition
| Reduce cost per unit to end user by determining performance level that customer desires. |
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Term
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Definition
| analyses of the efficiency of marketing operations |
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Term
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Definition
| Demand for industrial products tends to fluctuate more than demand for consumer products. |
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Term
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Definition
| marketing strategies aimed at the use of consumer products using a firm's industrial product |
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Term
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Definition
| problem or need is recurring or continuing requirement. |
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Term
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Definition
| decision makers feel benefits to be derived by re-evaluating alternatives. |
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Term
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Definition
| problem or need totally different from previous experiences. |
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Term
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Definition
| decision process organizational buyers employ in the straight rebuy. Organizational buyers apply well-developed choice criteria to the purchase decision. |
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Term
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Definition
| Decision makers have well-defined criteria, but are uncertain about which suppliers can best fit their needs. |
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Term
| extensive problem solving |
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Definition
| buying influentials and decision makers lack well-defined criteria for comparing alternative products and suppliers, but they also lack strong predispositions toward a particular solution. |
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Term
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Definition
| Centers on timely exchange of basic products for highly competitive market prices. |
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Term
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Definition
| Features close information, social, and operational linkages, as well as mutual commitments. |
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Term
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Definition
| centers on the characteristics of the buying organization and buying situation. |
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Term
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Definition
| Focuses on the characteristics of the decision-making units withing each macrosegment. |
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Term
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Definition
| max possible sales of all sells of given product in a specific time period. |
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Term
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Definition
| max share of potential of individual company for specific time - "your piece of the pie" |
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Term
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Definition
| defines the businesses in which a company competes, preferably in a manner that uses resources to convert distinctive competence into competitive advantage. |
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Term
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Definition
| centers on how a firm competes in a given industry and positions itself against its competitors. |
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Term
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Definition
| centers on how resources allocated to the various functional areas can be used most efficiently and effectively to support the business-level strategy. |
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Term
| induced strategic behavior |
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Definition
| consistent w/firm's traditional concept of strategy (incremental steps) |
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Term
| autonomous strategic behavior |
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Definition
| conceptually equivalent to entrepenurial activity and introduces new categories of opp. into the firm's planning process (something totally new) |
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Term
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Definition
-ability of customer to shop around
-determinant of demand |
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Term
| international marketing entry options |
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Definition
-exporting
-contracting
-strategic alliance
-joint venture
-multidomestic
-global |
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Term
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Definition
| goods made at home and sold through distributors or importing agents |
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Term
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Definition
1. licensing - firm permits use of intellectual property
2. management - firm produces packages of skills for client |
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Term
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Definition
| collaborative partnership with commitment of capital and management resources w/obj. of enhancing competitive positions |
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Term
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Definition
| joint ownership arrangement to provide and/or mrk goods |
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Term
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Definition
| ind. subsidiaries compete independently in diff. country markets |
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Term
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Definition
| integrated across diff. country mrks |
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Term
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Definition
| creating distinct and valued physical and perceptual differences as perceived by target customer |
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Term
| components of brand pyramid (how high-tech brands build equity) |
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Definition
1. core product
2. solutions and benefits
3. psychological and emotional benefits
4. values of target customer
5. personality of brand |
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Term
| 3 stages of quality movement |
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Definition
1. conformance to standards or success in meeting specifications
2. total quality management and measuring customer satisfaction
3. firm's quality performance relative to competitors' |
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Term
| what makes services unique? |
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Definition
-intangibility
-simultaneous production and consumption
-non-standardized output
-perishability
-lack of ownership |
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Term
| direct distribution definition |
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Definition
| manager must perform all mrk functions |
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Term
| indirect distribution definition |
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Definition
| some type of intermidary (such as a distributor or dealer) sells or handles products |
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Term
| direct distribution viable when |
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Definition
-customers large and well defined
-customers insist on it
-sales involve extensive negotiations
-seller must control process to encure proper implementation |
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Term
| indirect distribution generally found |
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Definition
-markets fragmented and widely dispersed
-low transactions amounts prevail
-buyers typically purchase number of items |
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Term
| manufacturer-rep channel used when: |
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Definition
-product not standard (closer to made-to-order)
- product tends toward tech. complexity
- gross margin not large
- relatively few customers concentrated geographically and in few industries
-customers order relatively infrequently and allow fairly long lead times |
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Term
| stages of supply chain management |
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Definition
0. informal
1. functional
2. internal process integration
3. expanded enterprise |
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Term
| effective supply chains.. |
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Definition
| openly share information and conduct business as partners |
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Term
| supply chain management goals |
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Definition
-waste reduction
-time compression
-flexible response
-unit cost reduction |
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Term
| controllable elements in logistic system |
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Definition
-cus. service
-order processing
-log. communication
-transportation
-warehousing
-inventory control
-packaging
-materials handling
-prod. planning
-plant and warehouse location |
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Term
| two primary product flows of logistics |
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Definition
-physical supply
-physical distribution |
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Term
| importance of inventories |
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Definition
-prod and demand not perfectly matched
-operating deficiencies in logistical systems
-business customers cannot predict need |
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Term
| components of customer benefits |
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Definition
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Term
| components of customer sacrifices |
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Definition
-possession costs
-acquisition costs
-usage costs |
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Term
| price elasticity of demand |
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Definition
-% change in quantity demanded given particular % change in price
-influenced by:
1. ease at which can compare
2. importance of product
3. value represented |
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Term
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Definition
| fixed and variable costs incurred solely for product, customer, or sales territory |
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Term
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Definition
| fixed and variable costs that can be traced to product, customer, or sales territory |
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Term
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Definition
-appropriate for distinctly new products
-enables marketer to capture early profits
-enables innovator to recover high development costs more quickly |
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Term
| penetration appropriate when |
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Definition
-high price elasticity of demand
-strong threat of imminent competition
-opportunity for substantial production cost reduction as volume expands |
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