Chapter 10 + 11 – Flashcards
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Marketing Channel/Distribution Channel
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A set of interdependent organizations that help make a product or service available for use or consumption by the consumer or business user
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Value Delivery Network
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A network composed of the company, suppliers, distributors, and ultimately customers who partner with each other to improve the performance of the entire system in delivering customer value
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Corporate VMS
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Intergrades successive stages of production and distribution under single ownership
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Indirect Marketing Channel
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A marketing channel containing one or more intermediary levels
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Channel Conflict
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Disagreements among marketing channel members on goals, roles and rewards - who should do what and for what rewards
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Horizontal conflict
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Occurs among firms at the same level of the channel ex. Ford dealers in Chicago might complain that other dealers in the city steal sales from them by pricing too low or advertising outside their assigned territories
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Vertical conflict
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Conflict between different levels of the same channel is even more common
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A manufacturer-sponsored retailer
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franchise system is one that links the corporation to its many independent franchised stores
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Exclusive distribution
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Method of selecting marketing intermediaries in which the company gives a limited number of dealers the exclusive right to distribute the company's products in their territories
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Problems with international distribution channel
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Differences in local customers, inadequate or varied distribution systems and complex intermediary relationships
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Marketing channel management
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Calls for selecting, managing and motivating individual channel members and evaluating their performance over time
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Government tax service is in a partnership with online tax delivery.The time has come for governement tax service to evaluate the performance of its partner Which of the follow should government tax service consider when determining the performance of Online Tax Delivery
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How sucessful the company has been in delivering product to customers
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Supply Chain Managment
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Managing the 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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Intergrated logisitic management
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Logistics concept that emphasized teamwork to maximize the performance of an entire distribution system
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Retail convergence
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Phenomenon of different types of retailers selling the same products at the same prices to the same customer
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Wheel of retaining concept
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New types of retailers usually begin as low-margin, low-price, low-status operations but later evolve into higher-priced, higher-service operations, eventually becoming like the conventional retailers they replaced.
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Broker
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A wholesaler who does not title to goods and whose function is to bring buyers and sellers together and assist in negotiation
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Channel layer
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is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer. In this case, the layers are the producers, the wholesalers and the retailers
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Sense and respond view
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Planning starts by identifying the needs of target customers, to which the company responds by organizing a chain of resources and activities with the goal of creating customer value
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Marketing channel perform many key functions
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Information: Gathering and distributing information about consumers, producers and other actors and forces in the marketing environment Promotion: developing and spreading persuasive communications about an offer Contact: Finding and communicating with prospective buyers Matching: Shaping offers to meet the buyer's needs, including activities such as manufacturing, grading, assembling and packaging Negotiation: Reaching an agreement on price and other terms so that ownersip of possession can be transfered
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Merchant wholesalers
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Largest single group of wholesalers, 50% of all wholesailing Full-service wholesalers limited service wholesalers
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Brokers
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A wholesaler who does not take title to goods and whose function is to bring buyers and sellers together and assist in negotiation
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Agent
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A wholesaler who represent buyers or sellers on a relatively permanent basis, performs only a few fucntions and does not take title to the good
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Inbound logistics
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Moving products from the factory to resellers and to consumers
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Outbound logisitics
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moving products and materials from supplier to the factory
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Reverse logistics
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Reusing recycling, refurbishing or disposing of broken, unwanted or excess profucts returned by consumers and resellers
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Customer centered logistics
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Starts with the marketplace and works backward to the factory or even to sources of supply
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Shopping center
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A group of retail businesses built on a site that is planned, developed, owned and managed as a unit
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Regional shopping center
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largest and most dramatic shopping center, 50-100 stores, attracts customers from a wide area
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Communitity shopping center
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Between 15-50 retail stores, normally contains a branch of department store or variety story, a supermarket, specialty stores, professional offices, and bank
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Neighbourhood shopping centers/strip malls
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Contain 5-15 stores, close and convenient for consumers, supermarket, discount store, several service store
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Shopper marketing
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Focusing the entire marketing process on turning shipper into buyers at the point of sale
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Store retailers can be classified by
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amount of service Product line sold relative prices
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Steps in major retailer marketing decision
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1. Define target market 2. retail marketing mix - product assortment, price promotion place 3. price policy must fit target market 4. select locations that are accessible
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Major trends and developing in retail
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Rise of megaretailers Growth of line and social media retailing Retail tech global expansion of major retailers
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Merchant wholesalers
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Take pocession of the goods include Full service wholesalers limited service
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Brokers and agents
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do not take pocession but take a comission
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Manufacturer and retailers branches offices
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wholesaling operations conducted by non-wholesalers to bypass the wholesalers
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VMS
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Producers, wholesalers and retailers act as a unified system Corporate - One channel memeber owns the others, Contractual- has conracts with them or Administerd - has so much power tat they all cooperates
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Horizontal marketing system
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two or more companies at one level join together to follow a new marketing opportunity
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Phenoix corperation is a manufacturer of leather goods. Weaken the arugment for intensive distribution
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The company plans to market the shoes as a high-end luxury brand
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Smaller retailer compete with a megaretailer
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Create unique offerings to gain proper positioning
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Abandoned its retail stores
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Conducted disintermediation
