Principles of Marketing Chapter 14- Marketing Channels and Retailing
a business structure of interdependent organizations that eases the transfer of ownership as products move from producer to consumer or business user.
negotiate w/ one another, buy and sell products, and facilitates the change of ownership b/w buyer and seller in the course of moving the product from the manufacturer into the hands of the final consumer.
the elements of the composition and appearance of a product that make it desirable.
the increase in customer satisfaction gained by making a good or service available at the appropriate time.
the usefulness of a good or service as a function of the location at which it is made available.
the increased value of a product that is created as its ownership is transferred.
a channel intermediary that sells mainly to consumers.
organizations that buy goods from manufacturers and resells them to businesses, government agencies, and other wholesalers or retailers and that receives and takes title to good, stores them in its own warehouses, and later ships them.
Agents and brokers
intermediaries who do not take a title to a product but facilitate its sale from producer to end user by representing retailers, wholesalers, or manufacturers.
to sell directly to consumers.
the use of two or more channels to distribute the same product to target markets.
nonphysical channels that facilitate the unique market access of products and services.
Strategic Channel Alliances
a cooperative agreement b/w firms to use the others already established distribution channel.
a form of distribution aimed at having product available in every outlet where target customers might want to but it.
screening dealers to eliminate all but a few in any single area.
establishes one or a few dealers within a given area.
Arms Length Relationship
a relationship b/w companies that is loose, characterized by low relational investment and trust, and usually taking the form of a series of discrete transactions w/ no or low expectation of future interaction or service.
companies that take the form of informal partnership with moderate levels of trust and information sharing as needed to further each company’s goals.
companies that are tightly connected, w/ linked processes across and b/w firm boundaries and high levels of trust and interfirm commitment.
mixes elements of cooperation and competition b/w two partners.
channel members ability to control or influence the behavior of other channel members.
occurs when one channel members power affects another members behavior.
a channel member that exercises authority and power over the activities of other channel members.
a clash of goals and methods among the members of a distribution channel.
a channel conflict that occurs among channel members on the same level.
a channel conflict that occurs b/w different levels in a marketing channel, most typically b/w the manufacturer and wholesaler or b/w the manufacturer and retailer.
the joint effort of all channel members to create a channel that serves customers and creates a competitive advantage.
the selling of products by representatives who work door-to door, office to office, or at home sales parties.
techniques used to get consumers to make a purchase from their home, office, or other non-retail setting.
originates the trade name, product, methods of operation, and the like that grants operating rights to another party to sell its products.
An individual or business that is granted a right to sell another party’s product.
A combination of the six P’s- product, place, promotion, price, presentation, and personnel to sell goods and services to the ultimate consumer.
a store that consumers purposely plan to visit.
the overall impression conveyed by a stores physical layout, decor, and surroundings.
the process of discovering patterns in large data sets for the purposes of extracting knowledge and understanding human behavior.
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