Term
- the physical flow of goods through channels
- Channels are made up of a coordinated group of individuals or firms that perform functions that add utility to a product or service |
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Definition
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Term
| place, time, form, and information create |
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Definition
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Term
| the availability of a product or service in a location that is convenient to a potential customer |
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Definition
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Term
| the availability of the product processed, prepared, in proper condition and/or ready to use |
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Definition
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Term
| the availability of answers to questions and general communication about useful product features and benefits |
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Definition
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Term
| Coca cola global marketing leadership position is based on its ability to put Coke "within an arm's reach of desire"; in other words to create ______ utility |
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Definition
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Term
| consumer channels are designed to put products in the hands of people for their own use. |
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Definition
Business-to-consumer marketing
(B2C) |
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Term
| involves industrial channels that are deliver productss to manufacturers or other organizations that use them as inputs in the production process in day-to-day operations |
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Definition
business-to-business marketing
(B2B) |
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Term
| wholesale intermediary that typically carries product lines or brands on a selective basis |
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Definition
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Term
| an intermediary who negotiates transactions between two or more parties but does not take title to the goods being purchased or sold |
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Definition
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Term
| There are ____ channel structure alternatives |
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Definition
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Term
_________ to buyers via Internet, mail order, various types of door-to-door selling, or manufacturer-owned retail outlets.
(Channel Structure) |
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Definition
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Term
2nd type of Channel Structure
Manufacturer -> _____ -> Retailer
(Channel Structure) |
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Definition
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Term
3rd Channel Structure
Manufacturer -> _____ -> Retailer
(Channel Structure) |
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Definition
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Term
4th Channel Structure
Manufacturer -> Manufacturer Sales Force -> _______ -> Retailer
(Channel Structure) |
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Definition
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Term
5th Channel Structure (Combination)
1) Manufacturer -> Manufacturer Sales Force -> ________
2) Manufacturer -> Manufacturer Sales Force -> ________
(Channel Structure) |
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Definition
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Term
| The internet and related forms of new media are dramatically altering the distribution landscape. ebay pioneered the ____________ marketing model whereby individual consumers market products to other individuals. Ebay's success was one reason that traditional merchants quickly recognized the Internet's potential |
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Definition
peer-to-peer
(p-to-p)
newest channel structure |
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Term
6th Channel Structure
Manufacturer -> Wholesaler -> Retailer
Which country uses this channel structure? |
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Definition
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Term
| In April 1998, China state council imposed a blanket on all types of ___________. The ban was aimed mostly directly at illegal pyramid schemes, and several foreign companies, including Amway, Avon, Mary Kay, and Tupperware were allowed to continue operations in China |
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Definition
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Term
| In Japan the biggest barrier facing the US auto manufacturer itsnt high tariffs; rather its the fact that half the cars sold each year are sold __________. |
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Definition
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Term
_________ system is when Japanese car buyers expect numerous face-to-face meetings with a sales representative, during which trust is established
(long-term relationships) |
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Definition
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Term
| Another direct selling alternative would be the _______________ store or _____________ store |
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Definition
| manufacturer-owned ; independent franchised |
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Term
| To achieve market coverage for mass-market consumer product such as ice-cream novelties, cigarettes, and light bulbs that are brought by millions of consumers, a channel that links the ______ to ________ and ________ is generally required to achieve market coverage. |
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Definition
| manufacturer ; distributors ; retailers |
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Term
Perishable products impose special demands on channel members who must ensure that the merchandise is in satisfactory condition at the time of customer purchase
which type of utility? |
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Definition
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Term
| In affluent countries, Proctor and Gamble, Unilever, Colgate, and other global consumer products companies are accustomed to catering to a "___________" consumer mentality |
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Definition
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Term
| By contrast, Mexico and another emerging markets, many consumers shop for food, soft drinks, and other items several times each day at tiny, independent "________" stores, kiosks, and market stalls |
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Definition
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Term
| Three basic elements are involve to impact on channel structures |
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Definition
| the manufacturer's sales force, distributors, and wholesalers |
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Term
| Channel _____ can be essential element of a successful marketing strategy |
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Definition
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Term
| Dells rise to a leading position in the global PC industry was based on Micheal Dell's decision to _____ conventional channels by selling direct and by building computers to customers' specifications. |
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Definition
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Term
| if the management chooses, ________ the company establishes its own sales force or operates its own retail stores. |
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Definition
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Term
| _______ entails utilizing independent agents, distributors, and retailers. |
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Definition
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Term
| Is Asia, forexample, Western luxury goods marketers have long relied on ________ distributors such as Hong-Kong, whose local market knowledge and networks of stores are keys to success. |
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Definition
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Term
| Debeers uses independent _______ to market its diamonds in the United States |
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Definition
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Term
| Direct Involvement in distribution can entail considerable ______. Sales reps and Sales management must be hired and trained. The sales org will be a heavy loser in its early stage. In a new market they will incur losses for a reasonable of time. |
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Definition
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Term
| Channel Decisions typically involve _____-term legal commitments and obligations to various intermediaries. Such commitments are extremely expensive. |
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Definition
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Term
| the _____ of distributors and agents in a target market is critically important |
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Definition
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Term
| Companies entering emerging markets for the first time typically find a _____ distributor because the lack knowledge and they want to limit their risk and financial exposure |
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Definition
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Term
1) Select _______. Dont let them choose you
(The Seven Specific Guidelines to Distributing) |
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Definition
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Term
| A proactive market entrant can identify potential distributors by requesting a list from the US _______________ or its equivalent in other countries |
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Definition
| US department of Commerce |
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Term
2) Look for distributors _______ of developing markets, rather than those with a few good customer contracts.
(The Seven Specific Guidelines to Distributing) |
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Definition
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Term
| A better choice is often a partner willing to both make the ________ necessary to achieve success and draw upon the marketing experience of the global company. |
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Definition
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Term
3) Treat local distributors as long-term ________ not temporary market entry vehicles
(The Seven Specific Guidelines to Distributing) |
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Definition
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Term
4) Support market entry by ______ money managers, and proven marketing ideas
(The Seven Specific Guidelines to Distributing) |
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Definition
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Term
| Management should consider demonstrating its commitment early by investing in a minority ______ stake in an independent distributor. |
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Definition
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Term
5) From the start, maintain _______ over marketing strategy
(The Seven Specific Guidelines to Distributing) |
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Definition
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Term
| 6) To exploit the full potential of global marketing channels, the manufacturer should provide solid _______ for marketing necessary to have employees on site or to have country or regional managers monitor the distributor's performance. |
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Definition
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Term
6) Make sure distributors provide you with detailed market and financial ____ data
(The Seven Specific Guidelines to Distributing) |
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Definition
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Term
| The contract between a manufacturer and distributor should include specific language to the effect that local market information and ______________ |
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Definition
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Term
7) Build _____ among national distributors at the earliest opportunity.
(The Seven Specific Guidelines to Distributing) |
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Definition
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Term
| Middlemen may seek to maximize their own profit rather than the manufacturers. These agents sometimes engage in ________, the practice of accepting orders only for manufacturers with established demand for products and brands |
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Definition
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Term
| One counter to cherry-picking agents is by setting up an expensive _______ force |
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Definition
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Term
| An alternative method of dealing with cherry-picking agents is to rely on a distributors own _________ by subsidizing the cost of the sales rep the distributor own company product |
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Definition
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Term
| is any retailing activity that crosses national boundaries |
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Definition
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Term
| a term that is used to describe the modern, branded chain stores, currently compromises less that 5 percent of India's market. |
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Definition
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Term
| Retail business models may undergo significant adaptation outside the country in which they originated. For example, after the first _________ Japan franchise open in 1973, the stores quickly attracted customers seeking convenience. |
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Definition
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Term
| 7-eleven in Japan use cutting-edge EPOS data to track customer behavior and ensure that perishable products and other merchandise is delivered on a _________ basis during high-traffic periods |
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Definition
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Term
The top five companies by revenue for global retailing would be
1) Walmart (US)
2) Carrerfour (France)
3) Metro AG (Germany)
4) _______ PLC (UK)
5) Home Depot (United States) |
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Definition
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Term
Walmart uses which formats
________ store, _________ club |
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Definition
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Term
| Carrefour (france) uses which type of format? |
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Definition
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Term
| Metro AG (Germany) uses which type of format? |
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Definition
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Term
Tesco PLC (UK) uses which type of format?
________ and Hypermarket |
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Definition
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Term
| Home Depot uses which type of format? |
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Definition
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Term
| literally have several departments under one roof, each representing a distinct merchandise line and staffed with a limited number of sales people |
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Definition
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Term
| offer less variety than department stores. They are more narrowly focused and offer a relatively narrow merchandise mixed aimed at particular target market. |
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Definition
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Term
| Specialty stores offer a great deal of merchandise depth (many styles colors, and sizes) high levels of service from knowledgeable staff persons and a _______ proposition that is both clear and appealing to consumers |
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Definition
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Term
| Laura Ashley, The Body Shop, Victoria Secret, Gap, ______, and Disney Store are examples of global retail operators that have many stores in many parts of the world (specialty retailers) |
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Definition
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Term
| are departmentalized, single-story retail establishments that offer a variety of food (produce, baked goods, meats) and nonfood items (paper products, health, and beauty aids) mostly on a self-service basis |
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Definition
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Term
| UK-based Tesco has supermarkets that do well expanding globally because they do their homework and pay attention to ________. Typically they study a country market for several years before choosing an entry strategy. |
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Definition
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Term
| offer some of the same products as supermarkets, but the merchandise mix is limited to high-turnover convenience and impulse products |
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Definition
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Term
Store:
Original: UK
Global Locations: Saudi Arabia, Hong Kong, Ireland, Dubai |
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Definition
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Term
Store:
Original: United States
Global:Dubai, Saudi Arabia, Mexico |
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Definition
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Term
Store:
Original: US
Global:Japan |
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Definition
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Term
Store:
Original: Hong Kong
Global:China, Macao, Taiwan |
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Definition
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Term
Store:
Original:Japan
Global:US, Europe, Asia |
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Definition
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Term
Store:
Original: Sweden
Global:Austra, Germany, Kuwait, Slovakia, US and 20 others |
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Definition
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Term
| Prices at conveniences stores may be priced ____ to 20 percent higher than supermarkets |
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Definition
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Term
| 7-eleven is the worlds largest _______ store chain; it has a total of 26,000 locations, including franchises, licensees, and stores the company operates itself |
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Definition
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Term
| can be divided into several categories. These are retailer that emphasize low prices |
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Definition
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Term
| typically offer a wide range of merchandise, including nonfood items and nonperishable food, in a limit service format. The king of this would be Walmart |
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Definition
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Term
| Besides Walmart being the king of the full-line service format it is also the leader of _____________ segment of discounting retailer shoppers " join" the club to take advantage of low prices on a limited range of products (3000 to 5000) different items. |
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Definition
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Term
| sell a select assortment of products at a single low price. |
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Definition
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Term
| include retailers such as Aldi Leader Price and Lidl (Where quality is cheaper) that sell a tightly focused selection of goods typically (900 to 16900) differnt items- at very low prices |
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Definition
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Term
| Walmart pulled out of Germany because there were so many _____ discounters that were thriving. |
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Definition
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Term
| are a hybrid retailing format combining the discounter, supermarket,and warehouse club approaches under a single roof. Size-wise, hypermarkets are huge, covering 200,000 square feet to 300,000 feet |
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Definition
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Term
| offer a wider range of aggressively priced grocery items plus general merchandise in a space that occupies about half the size of a hyper market. |
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Definition
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Term
| Supercenters are an important aspect to Walmart's _____ strategy, both home and abroad. Walmart first open its first super market in 1988 |
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Definition
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Term
| (also known as category killers and big-box retail) is the label many in the retailing industry use when talking about stores such as Toy's R Us, Home Depot, and IKEA. They sell vast assortments of a particular product category like toys or furniture |
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Definition
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Term
| consists of a grouping of stores in one place. Developers such as Simon Property Group assemble an assortment of retailers that will create an appealing leisure destination |
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Definition
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Term
| Shopping malls offer acres of free _____ and easy access from main traffic throughfares |
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Definition
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Term
Mall:
Country: Dongguan, China
Number of Stores: 1,500
(World's Leading Shopping Malls ) |
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Definition
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Term
Mall:
Country: Beijing, China
Number of Stores: 1000
(World's Leading Shopping Malls ) |
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Definition
| Golden Resources Shopping Mall |
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Term
Mall:
Country: Pasay City, Philippines
Number of Stores: NA
(World's Leading Shopping Malls ) |
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Definition
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Term
Mall:
Country: Dubai, UAE
Number of Stores: 1,200
(World's Leading Shopping Malls ) |
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Definition
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Term
Mall:
Country: Edmonton, Alberta, Canada
Number of Stores: 800
(World's Leading Shopping Malls ) |
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Definition
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Term
| are a variation on the traditional shopping mall: retail operations allow companies with well-known cusumer brands to dispose of excess inventory, out of date merchandise, or factory seconds |
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Definition
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Term
| To attract large numbers of shoppers, outlet stores are often grouped together in ___________ |
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Definition
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Term
| Instead of retailers trying to capitalize in huge markets where there is a lot of competition, many retailers simply turned their focus to __________ |
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Definition
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Term
Global Retailing categories
____ or own-label focus versus a manufacturer brand focus |
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Definition
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Term
| _____, In quadrant A is a good example of a global retailer with a niche focus as well as an own label focus. |
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Definition
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Term
| Quadrant A Retailers such as IKA, GAP, Benetton, typically use _________ advertising and product innovation to build a strong brand image |
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Definition
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Term
In Quadrant B, the private-label focus is retained, but many more product ________ are offered
(mark and spencer) |
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Definition
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Term
| Private-label retailers that attempt to expand internationally face a ______-edge challenge: They must attract customers to both the store and the branded merchandise |
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Definition
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Term
Retailers in Quadrant C, offer many well-known brands in relatively tightly defined merchandise ______
(Toys R US, Virgin) |
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Definition
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Term
These type of stores like Toy R Us which specializes in toys and include branded products like Mattel and Nintendo tends to quickly dominate smaller established retailers by out-merchandising local competition and offering customers superior value by virtue of extensive inventories and low prices. Tpyically the low prices are the result of buyer power and sourcing advantages that local retailers lack
Which quadrant is this? |
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Definition
Quadrant C
(Manufacturer brand focus and Fewer Categories) |
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Term
Carrefour and Walmart establish local retailers and has competence in distribution.
Which Quadrant is this? |
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Definition
Quadrant D
(Manufacturer Brand Focus and Many Categories) |
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Term
| The four entry strategies for Global Retailing Market Expansion Strategies are |
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Definition
| organic, franchise, chain acquisition, and joint ventures/licensing |
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Term
| occurs when a company uses its own resources to open a store on a greenfield site or to acquire one or more existing retail facilities from another company. |
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Definition
Organic Growth
(Quadrant A - easy to enter and culturally close) |
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Term
| M&S and Virgin use the organic growth to expand into Germany. The success of this strategy is based on the availability of company resources to sustain high cost of the _______________ investment |
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Definition
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Term
| the appropriate entry strategy when barriers to entry are LOW yet the market is culturally distant in terms of consumer behavior or retailing structures |
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Definition
Franchising
(Quadrant C - Easy to enter and culturally distant) |
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Term
| Franchising is a ________ relationship between two companies |
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Definition
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Term
| IKEA has franchised options in the ___ and _______ |
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Definition
| Middle East and Hong Kong |
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Term
| In global retailing, _____ is a market strategy that entails purchasing a company with multiple retail locations in a foreign country |
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Definition
acquisition
Quadrant A
(difficult to enter - culturally close) |
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Term
| Mark & Spencer for example had no plans for organic growth in the United States, instead it ____, the upscale private-label American retailer Brooks Brothers in 1988 for 750 Million |
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Definition
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Term
| global retailers frequently use these strategies to limit their risk when targeting unfamiliar, difficult-to-enter markets. |
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Definition
| Joint Ventures and Licensing |
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Term
| that includes all the firms that perform support activities by generating raw materials, converting them into components or finished products, and making them available to customers. |
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Definition
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Term
| If a company is somewhat removed from final customer, it is said to be ______ in the value chain |
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Definition
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Term
| A company that is relatively close to customers - a retailer - for example is said to be __________ in the value chain |
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Definition
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Term
| IKEA purchases wood and other raw materials inputs from a netwoek of suppliers located in dozens of countries; these suppliers are upstream in the value chain, and the process by which wood is transported to the factories is known as _________________ |
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Definition
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Term
| IKEA factories add value to the inputs by transforming them into furniture kits that are then shipped on to IKEA stores. The stores are downstream in IKEA value chain; the activities associated with shipping furniture kits from factory to store are known as ______________ |
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Definition
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Term
| The most important distribution activities are _____ processing, warehousing, ________ management, and _________ |
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Definition
| order, inventory, management |
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Term
| includes order entry, in which the order is actually entered into a company information system, order handling, which involves locating, assembling, and order delivery, the process by which products are made to the customer |
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Definition
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Term
| are used to store goods until they are sold. another type of distribution center, is designed to efficiently receive goods from suppliers and then fill orders for individual stores or customers. |
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Definition
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Term
| _______ ensures that a company neither runs out of manufacturing components or finished goods nor incurs the expense and risk of carrying excessive stocks of these items. |
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Definition
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Term
| A new tool for inventory management is the use of ______, which are small tags that are attached to pallets, containers, or individual inventory items |
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Definition
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Term
| decision concern the method or MODE a company should utilize when moving products through domestic and global channels. |
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Definition
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Term
| the word _____ implies a choice, and the major transportation mode choices are rail, truck, air, water, pipeline, and the Internet. |
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Definition
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Term
| _______ are highly specialized and used by companies transporting energy-related resources such as oil and natural gas |
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Definition
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Term
| provides an extremely cost-effective means for moving large quantities of merchandise long distances |
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Definition
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Term
| are excellent mode for both long-haul, transcontinental transport and local delivery of goods |
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Definition
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Term
| Two main types of water transportation is _____ water transportation and ______ transportation |
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Definition
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Term
| is an extremely low-cost mode generally used to move agricultural, commodities, petroleum, fertilizers, and other goods that lend themselves to bulk shipping. However this transportation can be slow due to weather-related delays |
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Definition
| inland water transportation |
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Term
| The worlds deep-water ports can receive a variety types of ocean-going vessels such as container vessels, bulk and break-bulk vessels, and roll-on, roll-off vessels. |
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Definition
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Term
| is the fastest transport mode and the carrier of choice for perishable exports such as flowers or fresh fish, but its the most expensive |
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Definition
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Term
| is becoming the most important transportation mode that is associated with several advantages and one major disadvantage. |
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Definition
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Term
| involves an analysis of each shipping mode to determine which mode or combination of modes |
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Definition
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Term
| refers to the practice of loading ocean-going freight into steel boxes measuring 20 feet, 40 feet, or longer. |
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Definition
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Term
| ____ of goods involves a combination of lang and water shipping from producer to customer. |
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Definition
| Intermodal Transportation |
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Term
| Intermodal Transportation is growing in America but they lack __________ that delay at seaports |
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Definition
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Term
| describes the integration of activities necessary to ensure the efficient flow of raw materials, in-process inventory, and finished goods from producers to customers |
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Definition
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