question

1.AGENTS

answer

Intermediaries who assist in the sale and/or promotion of goods and services but do not take title to them.

question

2.BRICK-AND-CLICK

answer

A business that has both a brick-and-mortar business and an online store.

question

3.BRICK and MORTAR

answer

Refers to businesses that have physical (rather than virtual or online) presences - in other words, stores (built of physical material such as bricks and mortar) that you can drive to and enter physically to see, touch, and purchase merchandise.

question

4.BROKERS

answer

Negotiates the sale of the product then allows the seller to accept or reject the prospective buyer's offer.

question

5.BULK-BREAKING

answer

The wholesaler takes delivery in large amounts and then breaks it down and delivers it in much smaller amounts.

question

6.CHANNEL

answer

A path through which goods and services flow in one direction (from vendor to the consumer), and the payments generated by them that flow in the opposite direction (from consumer to the vendor). Means employed to distribute goods or services from producers to consumers.

question

7.CHANNEL BREADTH

answer

The number of outlets available to consumers.

question

8.CHANNEL INTENSITY

answer

Refers to the number of intermediaries present in the distribution or marketing channel.

question

9.CHANNEL LENGTH

answer

The total number of channel members in a channel of distribution.

question

10.CHANNEL MANAGEMENT

answer

Processes by which marketers ensure that products are distributed to customers efficiently and effectively. A marketing function that involves identifying, selecting, monitoring, and evaluating sales channels

question

11.CHANNEL MEMBERS

answer

Businesses or individuals who assist in moving goods and services from the producer to the consumer.

question

12.CHANNELS OF DISTRIBUTION

answer

Paths, or routes, that goods or services take from the producer to the ultimate consumer or industrial user.

question

13.CONSUMER GOODS

answer

Tangible items produced for personal use.

question

14.CONSUMER GOODS AND SERVICES

answer

Products produced for personal consumption.

question

15.CONTRACTUAL EFFICIENCY

answer

Channel intermediaries have to optimize the number of exchange relationships required to complete a transaction.

question

16.DIRECT DISTRIBUTION

answer

A channel of distribution in which goods and services move directly from the producer to the consumer or industrial user.

question

17.DISINTERMEDIATION

answer

The elimination of intermediaries, or middlemen, that result in the transfer of products directly from the producer to the ultimate consumer.

question

18.DISTRIBUTION

answer

A marketing/business function that is responsible for moving, storing, locating, and/or transferring ownership of goods and services. The process or activity by which income is divided among resource owners and producers. A career that involves performing the activities involved in moving or transferring the ownership of goods or services from producers to consumers.

question

19.DISTRIBUTION CENTER

answer

a short-term storage centre located close to a major market to facilitate the rapid processing of orders and shipment of goods to customers; unlike a warehouse, the emphasis is on the moving of goods rather than on long-term storage

question

20.DISTRIBUSTION CHANNELS

answer

Paths, or routes, that goods or services take from the producer to the ultimate consumer or industrial user.

question

21.DISTRIBUTION INTENSITY

answer

The level of market exposure a certain distribution pattern achieves (refers to intensive, selective, and exclusive patterns).

question

22.DISTRIBUTION PATTERNS

answer

form, grouping, lineup, method, ordering, organization.

question

23.DISTRIBUTION PROCESS

answer

All the steps involved in the physical movement or the transfer of ownership of a good or service from the producer to the consumer.

question

24.DISTRIBUTION SYSTEM

answer

The combination of distribution activities that a company uses to distribute its goods or services.

question

25.DISTRIBUTOR

answer

A channel member who helps to sell a business's products; usually a wholesaler.

question

26.DUAL DISTRIBUTION

answer

Distributing a product through two different channels.

question

27.E-TAILERS

answer

Retailers who operate solely online.

question

28.EXCLUSIVE DISTRIBUTION

answer

A distribution pattern in which a producer sells a product through just one middleman in a geographic area. Producers of some products limit the number of intermediaries handling their product to deliver maximum service quality to customers, try to develop a superior brand image for their product.

question

29.HORIZONTAL CONFLICT

answer

A type of channel conflict that occurs between channel members at the same level (e.g., two retailers).

question

30.INDIRECT CHANNEL OF DISTRIBUTION

answer

A channel of distribution in which goods and services move from the producer to channel members then to consumers or users.

question

31.INDIRECT DISTRIBUTION

answer

A channel of distribution in which goods and services move from the producer to the channel members and then to consumers or industrial users.

question

32.INDUSTRIAL DISTRIBUTOR

answer

A channel member that buys industrial goods and sells them to industrial users. Independent firms that take possession of the products they sell & have a partnership arrangement with the manufacturer.

question

33.INDUSTRIAL GOODS AND SERVICES

answer

Products purchased by producers for resale, to make other goods and services, and/or to use in business operations.

question

34.INTENSIVE DISTRIBUTION

answer

A distribution pattern in which a producer sells a product through every available wholesaler and retailer in a geographic area where consumers might look for it. Producers of products stock their goods in as many outlets as possible as possible by considering time & place utility.

question

35.INTEGRATED DISTRIBUTION

answer

manufacturer acts as wholesaler and retailer for its own products.

question

36.INTERMEDIARIES

answer

Channel members operating between the producer and the consumer or industrial user to help in the movement of goods and services.

question

37.LOGISTICS

answer

Refers to managing the flow of goods and services from production to consumption.

question

38.MANUFACTURER'S REPRESENTATIVES/AGENTS

answer

They sell the manufacturer's product to the wholesalers, retailers, other businesses & also to institutions such as hospitals, libraries & school. They may represent more than one manufacturer. Also called account executives or sales engineers.

question

39.MANUFACTURER'S SALES FORCE

answer

Comprises the salespersons that are on the company's rolls & received a fixed salary. Devote their entire time & effort to selling that product or service of that manufacturer.

question

40.MERCHANDISING ALLOWANCE

answer

A price reduction offered to intermediaries; often used to entice intermediaries to purchase a particular product or to reimburse intermediaries for their marketing costs.

question

41.MIDDLEMEN

answer

Channel members operating between the producer and the consumer or industrial user to help in the movement of goods and services. See intermediaries.

question

42.MULTIPLE DISTRIBUTION

answer

Distributing a product through many different channels.

question

43.NEGOTIATION

answer

The process of one party reaching an agreement with another party to meet specific needs or wants; the process of persuading or influencing someone to take a certain course of action in order to achieve a desired outcome. A method of settling a dispute or agreeing to common terms in which one or both parties may compromise.

question

44.NONSTORE RETAILING

answer

A business that buys consumer goods or services and sells them to the ultimate consumer by means other than through a store, e.g., phone, mail, door to door, vending machines.

question

45.PHYSICAL DISTRIBUTION

answer

Involves the actual movement of goods after they are produced & before they are consumed. A concept or approach to managing the finished goods inventory of the firm. Typically it includes transportation, warehousing, inventory, and order processing functions of the firm. Process of designing and administering the systems to control the flow of goods. Maximizes product value by creating time & place utilities.

question

46.PLACE (DISTRIBUTION)

answer

Marketing element focusing on considerations in getting a selected product in the right place at the right time.

question

47.PRIVATE BRAND

answer

Brands owned by intermediaries.

question

48.RACK JOBBER

answer

A vendor who delivers stock to a business and puts it in racks or other locations for the business.

question

49.RETAILER(S)

answer

A business that buys consumer goods or services and sells them to the ultimate consumer.

question

50.RISK TAKING

answer

Understanding and accepting the responsibility of not knowing the outcome of your actions.

question

51.SELECTIVE DISTRIBUTION

answer

A distribution pattern is which a producer sells a product through a limited number of middlemen in a geographic area. It is adopted when the manufacturer lacks the resources to adequately influence the policies of all the intermediaries who can carry a particular product. The manufacturer distributes products only to specific retailers selected on the basis of defined criteria.

question

52.SELLING AGENT

answer

Independent middlemen who perform entire marketing task for firms.

question

53.SUPPLY CHAIN

answer

movement of materials as they flow from their source to the end customer. Supply Chain includes purchasing, manufacturing, warehousing, transportation, customer service, demand planning, supply planning and Supply Chain management. It is made up of the people, activities, information and resources involved in moving a product from it's supplier to customer.

question

54.ULTIMATE CONSUMER

answer

Anyone who personally uses a good or service to satisfy his/her own wants.

question

55.VENDOR

answer

A supplier of goods, usually a wholesaler or distributor.

question

56.VERTICAL CONFLICT

answer

A type of channel conflict that occurs between channel members at different levels within the same channel.

question

57.WHOLESALERS

answer

Intermediaries who help to move goods between producers and retailers by buying goods from producers and selling them to retailers.

Marketing 3.07 Vocabulary Terms – Flashcards

Unlock all answers in this set

Haven't found what you were looking for?

Search for samples, answers to your questions and flashcards