Chapter 15 Marketing Voc.

Marketing channel management
A set of approaches and techniques firms use to employ to efficiently and effectively integrate their suppliers.
Firms engaging in buying, taking title to, often storing, and physically handling goods in large quantities to resell the goods.
Supply Chain Management
Firms integrate their suppliers, manufacturers, warehouses, stores, and transportation intermediaries into a value chain.
Distribution Center
A facility for the receipt, storage, and redistribution of goods to company stores.
Direct chain management
Manufacture sells directly to the buyer.
Indirect Marketing Center
When one or more intermediaries work with manufactures to provide goods and services to consumers.
Vertical Channel conflict
Conflict or disagreement between manufactures, wholesalers, and retailers
Horizontal channel conflict
Two competing retailers or two competing manufactures are in a conflict or price war.
Independent (conventional) marketing channel
A marketing channel where several independent members, a manufacturer, a wholesaler, and a retailer- each attempt so satisfy their own needs and maximize profit often at the expense of others.
Coercive Power
Threatening or punishing the other channel member for not undertaking certain tasks. Delaying payment for late delivery would be an example.
Referent Power
A marketing channel power that occurs when a channel member wants to be associated with another channel member. The powerful channel member can get them to do what they want.
Vertical Marketing system
A supply chain in which the members act as a unified system.
Administered vertical marketing system
A supply chain system where there is no common ownership and no contractual relationships, but the dominant channel member controls the channel relationship.
One member can have control over another member of the marketing channel.
reward power
Offering rewards to gain power of the marketing channel.
Expertise Power
When a channel member uses its expertise as leverage to influence the actions of another channel member.
Information Power
Channel member with the power has a contractual agreement with the other channel members the requires then to behave in a certain way.
Contractual Vertical Marketing Systems
A system where independent firms at different levels of the supply chain join together through contracts to obtain economics of scale and coordination and to reduce conflict.
An agreement between the franchisor and the franchisee that allows them to use their business name.
Corporate Vertical Marketing System
A system in which the parent company has complete control and can dictate the priorities and objectives from the supply may own facilities such as manufacturing plants, warehouses, design studios.
Strategic relationship
Members are committed to maintaining long term investing in opportunities that are mutually beneficial. requires mutual trust, open communication, common goals.
Universal Product Code (UPC)
Black and white code found on most merchandise.
Advanced shipping notice (ASN)
An electronic document that the supplier sends to the retailer in advance of a shipment to tell them exactly what to expect in the order.
Electronic data interchange (EDI)
The computer to computer exchange of business documents from a retailer to a vendor and back.
Vendor Managed Inventory
An approach for improving supply chain where the manufacture is responsible for maintaining all of the retailers inventory levels in each of its stores.
Push Marketing Strategy
Designed to increase demand by motivating sellers, wholesalers, distributors, or sales people, to highlight the product, rather than the products or competitors and thereby push the product onto consumers.
Pull Marketing Strategy
Designed to get consumers to pull the products into the supply chain by demanding it.
In a retailing context, employees who are responsible for the finical planning and analysis of merchandise, and its allocation to stores.
The process of recording the receipt of merchandise as it arrives at a distribution center or store.
Radio frequency identification tags (RFID)
Tiny computer chips that transmit information about the containers contents.
Ticketing and marketing
Creating price and ID labels and placing them on the merchandise.
Pick ticket
A document or display on a screen in a forklift truck indicating how much to get form specific storage areas.
Just in time inventory systems
To deliver less merchandise on a more frequent basis than traditional systems – the firm gets the merchandise just in time for it to be used to manufacture another product.
Quick responses
An inventory management system used in retailing merchandise is received just in time for sale when the costumer wants it.

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