Marketing ch 8

  1. brokers (agents)
    Representatives of one or more manufacturers who sell products on their behalf to consumers, wholesalers, and distributors but do not take title to them.
  2. category killer
    A firm that sells a high volume of a product in a particular category.
  3. channel conflict
    A dispute among channel members.
  4. channel leader
    A strong channel member that wields channel power.
  5. channel members
    The firms a company partners with to actively promote and sell a product as it travels through its marketing channel to users.
  6. channel power
    The ability to influence a channel partner’s goals and efforts.
  7. convenience stores
    Miniature supermarkets that stock a limited assortment of products. Many of them sell gasoline and are open twenty-four hours a day.
  8. conventional marketing system
    A marketing system in which the channel members have no affiliation with one another.
  9. department stores
    Stores that carry a wide variety of household and personal types of merchandise such as clothing and jewelry.
  10. direct channel
    A marketing channel that consists of a producer and a consumer.
  11. direct marketing
    Delivering personalized promotional materials directly to individual consumers. Materials may be delivered via mail, catalogs, Internet, e-mail, or telephone, or in person.
  12. disintermediation
    A situation that occurs when intermediaries are cut out of marketing channels.
  13. distributors
    Businesses that purchase large quantities of products, can store products, can sell products, can deliver desired quantities of products, and can offer services. Distributors generally take title to products and employ a sales force to actively market their products.
  14. drugstores
    Stores that specialize in selling over-the-counter medication, prescriptions, and health and beauty products and offer services such as photo developing.
  15. exclusive distribution
    A strategy of selling products through one or a few retailers in a specific location.
  16. free on board (FOB)
    A contract term that designates which party is responsible for a product’s shipping costs and owns the title to the goods and when.
  17. gray market
    A market in which a producer hasn’t authorized its products to be sold.
  18. horizontal conflict
    Conflict that occurs between organizations of the same type.
  19. horizontal marketing system
    A system in which two companies at the same channel level agree to cooperate with one another to sell their products.
  20. indirect channel
    A marketing channel that consists of a producer, a consumer, and one or more intermediaries.
  21. industrial distributors
    Intermediary firms that sell products that businesses or government departments and agencies use but don’t resell.
  22. intensive distribution
    A strategy of selling a product in as many outlets as possible.
  23. intermediaries
  24. Third parties that facilitate the supply and sale of products from manufacturers to users.
  25. manufacturers’ sales offices or branchesSelling units that work directly for manufacturers. A type of factory outlet store.
  26. marketing channel
    The group of organizations involved in selling and promoting goods from the time they are produced until they reach end users.
  27. merchant wholesalers
    Wholesalers that take title to the goods.
  28. nondisclosure agreement
  29. A contract that specifies information that is proprietary, or owned by a channel partner, and how, if at all, the other partners can use that information.
  30. nonstore retailingRetailing not conducted in stores.
  31. off-price retailers
    Stores that sell a variety of discount merchandise that consists of seconds, overruns, and the previous season’s stock other stores have liquidated.
  32. pop-up store
    Small temporary stores designed to generate “buzz” for a retailer and drive customers to its regular stores.
  33. pull strategy
    A strategy in which consumers are targeted with sales promotions such as coupons, contests, games, rebates, mail-in offers.
  34. push strategy
    A strategy in which businesses are the target of promotions so products get “pushed” through their marketing channels and sold to consumers.
  35. resale price maintenance agreement
    An agreement whereby a producer of a product restricts the price a retailer can charge for it.
  36. retailers
    Businesses that purchase products from manufacturers, wholesalers, agents, or distributors and then sell them to consumers.
  37. selective distribution
    A strategy of selling products at specific outlets and/or locations.
  38. specialty stores
    Stores that sell a certain type of product.
  39. store brands
    Products retailers produce themselves or pay manufacturers to produce for them.
  40. strategic channel alliance
    An agreement formed by two or more firms to deliver their products via a channel. The products and organizations can be similar or different.
  41. supermarkets
    Self-service retailers that provide a full range of food products to consumers as well as some household products.
  42. superstores
    Large department stores that carry a broad array of general merchandise as well as groceries. Superstores are also referred to as hypermarkets and supercenters.
  43. supply chain
    All the organizations that participate in the production, promotion, and delivery of a product or service from the producer to the end consumer.
  44. supply chain management
    The process of managing and refining supply chains so as to make them as efficient as possible.
  45. vertical conflict
    Conflict that occurs between two different types of members of the channel.
  46. vertical marketing system
    A system in which channel members formally agree to cooperate with one another.
  47. warehouse clubs
    Supercenters that sell products at a discount to people who pay an annual membership fee to join them.
  48. wholesalers
    Businesses that purchase products in large quantities, can store the products, can break the pallets down into cases or units, and can deliver the desired quantity of a product to distributors, retailers, and/or consumers.
Card Set
Marketing ch 8
key terms