MKTG 308 - Chapter 12

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Channel Conflict

A clash of goals and methods between distribution channel members

Channel Control

A situation that occurs when one marketing channel member intentionally affects another member's behavior.

Channel Captain (Leader)

A member of a marketing channel that exercises authority and power over the activities of other channel members.

Channel Members

All parties in the marketing channel that 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.

Channel Partnering (Channel Co-operation)

The joint effort of all channel members to create a supply chain that serves customers and creates a competitive advantage

Channel Power

The capacity of a particular marketing channel member to control or influence the behavior of other channel members.

Direct Channel

A distribution channel in which producers sell directly to consumers.

Discrepancy of Assortment

The lack of all the items a customer needs to receive full satisfaction from a product or products.

Discrepancy of Quantity

The difference between the amount of product produced and the amount an end user wants to buy.

Distribution Resource Planning (DRP)

An inventory control system that manages the replenishment of goods from the manufacturer to the final consumer.

Dual Distribution (Multiple Distribution)

The use of two or more channels to distribute the same product to target markets.

Electronic Data Interchange (EDI)

Information technology that replaces the paper documents that usually accompany business transactions, such as purchase orders and invoices, with electronic transmission of the needed information to reduce inventory levels, improve cash flow, streamline operations, and increase the speed and accuracy of information transmission.

Electronic Distribution

A distribution technique that includes any kind of product or service that can be distributed electronically, whether over traditional forms such as fiber-optic cable or through satellite transmission of electronic signals.

Exclusive Distribution

A form of distribution that establishes one or a few dealers within a given area.

Horizontal Conflict

A channel conflict that occurs among channel members on the same level.

Intensive Distribution

A form of distribution aimed at having a product available in every outlet where target customers might want to buy it.

Inventory Control System

A method of developing and maintaining an adequate assortment of materials or products to meet a manufacturer's or a customer's demand.

Just-In-Time Production

A process that redefines and simplifies manufacturing by reducing inventory levels and delivering raw materials just when they are needed on the production line.

Logistics

The process of strategically managing the efficient flow and storage of raw materials, in-process inventory, and finished goods from point of origin to point of consumption.

Vertical Conflict

A channel conflict that occurs between different levels in a marketing channel, most typically between the manufacturer and wholesaler or between the manufacturer and retailer.

Supply Chain Management

A management system that coordinates and integrates all of the activities performed by supply chain members into a seamless process, from the source to the point of consumption, resulting in enhanced customer and economic value.

Supply Chain

The connected chain of all of the business entities, both internal and external to the company, that perform or support the logistics function

Supply Chain Team

An entire group of individuals who orchestrate the movement of goods, services, and information from the source to the consumer.

Temporal Discrepancy

A situation that occurs when a product is produced but a customer is not ready to buy it.

Intermediaries, Resellers and Middlemen

Interchangeable terms for these channel members who 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 manufacturer into the hands of the final customer.

Logistics Information System

Information technology that integrates and links all of the logistics functions of the supply chain.

Marketing Channels (Channel of Distribution)

A set of interdependent organizations that ease the transfer of ownership as products move from producer to business user or consumer.

Mass Customization (Build to Order)

A production method whereby products are not made until an order is placed by the customer; products are made according to customer specifications.

Materials Requirement Planning

An inventory control system that manages the replenishment of raw materials, supplies, and components from the supplier to the manufacturer.

Materials Handling System

A method of moving inventory into, within, and out of the warehouse.

Order Processing System

A system whereby orders are entered into the supply chain and filled.

Outsourcing (Contract Logistics)

A manufacturer's or supplier's use of an independent third party to manage an entire function of the logistics system, such as transportation, warehousing, or order processing.

Retailer

A channel intermediary that sells mainly to consumers.

Selective Distribution

A form of distribution achieved by screening dealers to eliminate all but a few in any single area.

Spatial Discrepancy

The difference between the location of a producer and the location of widely scattered markets.

Strategic Channel Alliance

A cooperative agreement between business firms to use the other's already established distribution channel.

Supply Chain

The connected chain of all of the business entities, both internal and external to the company, that perform or support the logistics function.

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