Chapter 14 Marketing Test

marketing channel
A set of interdependent organizations that eases the transfer of ownership as products move from producer to business user or consumer.
channel members
Negotiate with one another, buy and sell products, and facilitate the change of ownership between buyer and seller in the course of moving the product from the manufacturer into the hands of the final consumer.
Firms in the channel that sell directly to customers
Merchant Wholesaler
An institution that buys goods from manufacturers, takes title to goods, stores them, and resells and ships them.
Agents and Brokers
Wholesaling intermediaries who facilitate the sale of a product by representing channel members.
intensive distribution
aimed at having a product available at every outlet (Coca Cola/many)
selective distribution
achieved by screening dealers to eliminate all but a few in any single area (Several)
exclusive distribution
established one or a few dealers within a given area (One)
Channel Power
A channel member’s capacity to control
or influence the behavior of other channel
Channel control
A situation that occurs when one marketing
channel member intentionally affects another member’s behavior.
Channel Captain
A member of a marketing channel that
exercises authority and power over the
activities of other members.
channel partnering
The joint effort of all channel members to create a channel that serves customers and creates a competitive advantage.
channel conflict
often lead to channel conflict, which is a clash of goals and methods among the members of a distribution channel.
All the activities directly related to the sale of goods and services to the ultimate consumer for personal, non-business use.
product offering
The mix of products offered to the consumer by the retailer; also called the product assortment or merchandise mix.
Gross Margin
The amount of money the retailer makes as a percentage of sales after the cost of goods sold is subtracted
horizontal conflict
conflict among members that occurs on the same level.
product assortment
Classification based on breadth and depth of product lines.
right to operate a business or to sell a product
chain stores
owned and operated as a group by a single organization
independent retailers
Owned by a single person or partnership and not part of a larger retail institution.
internal design and configuration of a stores fixtures and products
destination store
store that consumers purposely visit
retailing mix
combo of the 6 P’s
the originator of a trade name, product, methods of operation, and the like that grants operating rights to another party to sell its product
an individual or business that is granted the right to sell another party’s product
direct marketing
techniques used to get consumers to make a purchase from their home, work, office, etc

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