Marketing Chapter Ten

Any series of firms or individuals who participate in the flow of products from producer to final consumer.

Direct communication between a seller and an individual customer using a promotion method other than face-to-face personal selling.

Refers to the difference between the quantity of products it is economical for a producer to make and the quantity finals consumers or users normally want.

Refers to the difference between the lines a typical producer makes and the assortment final consumers or users want.

Adjust the quantities or assortments of products handled at each level in a channel of distrinution.

Involves collecting products from many small producers.

Involves diving larger quantities into smaller quantities as products get closer to the final market.

Means separating products into grades and qualities desired by different target markets.

Means putting together a variety of products to give a target market what it wants.

The various channel members make little or no effort to cooperate with each other.

A manager who helps direct the activities of a whole channel and tries to avoid or resolve channel conflicts.

Channel systems in which the whole channel focuses on the same target market at the end of the channel market.

Corporate ownership all along the channel, or a firm is going direct.

Acquiring firms at different levels of channel activity.

The channel members informally agree to cooperate with each other.

The channel members agree by contract to cooperate with eachother.

Makes a product available widely enough to satisfy target customers' needs but not exceed them.

A selling a product through all responsible and suitable wholesalers or retailer who will stock or sell the product.

Selling through those middlemen who will give the product special attention.

Selling through only one middleman in a particular geographical area.

Dual Distribution occurs when a producer uses several competing channel to reach the same target market- perhaps using several middlemen in addition to selling directly.

Channels used to retrieve products that customers no longer want.