23 terms

MKTG101 chp 10


Terms in this set (...)

making goods and services available in the right quantities and locations
channel of distribution
any seris of firms or individuals who participate in the flow of products from producer to final user or consumer
direct marketing
direct communication between a seller and an individual consumer using a promoetion method other than face-to-face personal selling
discrepancy of quantity
the difference between the quantity of products it is economical for a producer to make and the quantity final consumers or users normally want
discrepancy of assortment
the difference between the lines a typical producer makes and the assortment final consumers or users want
regrouping activities
the quantities or assortments of products handled at each level in a channel of distribution
collecting products from many small producers
dividing larger quantities into smaller quantities as products get closer to the final market
separating products into grades and qualities desired by different target markets
putting together a variety of products to give a target market what it wnats
traditional channel systems
various channel members make little or no effort to cooperate with each other
channel captain
manager who directs the activities of a whole channel and tries to avoid or resolve channel conflicts
vertical marketing systems
channels in whicih the whole channel focuses ont he same target market at the end of the channel
corporate channel system
corporate ownership all along the channel
vertical integration
acquiring firms at different levels of channel activity
administered channel systems
channel members informally agree to cooperate with each other
contractual channel systems
channel members agree to cooperate with each other by contract
ideal market exposure
exposure that makes a product available widely enough to satisfy target customers' needs but not exceed them
intensive distribution
selling a product through all responsible and suitable wholesalers or retailers who will stock or sell the product
selective distribution
selling through only those middlemen who will give the product special attention
exclusive distribution
selling through only one middleman in a particular geographic area
multichannel distribution (dual distribution)
when a producer uses several competing channels to reach the same target market
reverse channels
channels used to retrieve products that customers no longer want