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| individuals or firms involved in the process of making a product available for consumption by consumers or industrial users |
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| any intermediary between manufacturer and end-user market |
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| middleman with legal authority to act on manufacturer's behalf |
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| an intermediary who sales to other intermediaries, usually retailers; term used in consumer markets |
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| an intermediary who sells to consumers |
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| has a wide meaning, used to refer to intermediaries who perform various functions, such as selling, maintaining inventory, extending credit |
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| can mean anything from distributor, retailer, wholesaler etc |
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| buying for reselling, actively selling, and taking risk of storing inventory |
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| sorting large quantities into smaller amounts, assorting with goods from other manufacturers, storing, transporting |
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| financing by extending credit to customers, grading products by quality, providing marketing info to costumers and market research info to suppliers |
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| consumer benefits created by intermediaries |
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Time utility
Place utility
Form utility
Possession utility |
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| manufacturer to final consumer/industrial user, e.g., insurance |
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a) manufacturer to retailer to consumer
b) manufacturer to wholesaler to retailer to consumer
c) manufacturer to agent to wholesaler to retailer to consumer |
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a) manufacturer to industrial distributor to industrial user, e.g. construction supplies
b) manufacturer to agent to industrial user
c) manufacturer to agent to industrial distributor to industrial user |
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| allows costumers purchase without face-to-face interaction; e.g. telemarketing, mail-order selling, catalog selling |
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| blending of different communications & delivery channels that are mutually reinforcing to attract, retain & engage consumers |
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| firm reaches different buyers through two or more different types of channels for the same product, e.g. shop for individuals & sales calls for businesses |
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| strategic channel alliances |
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| agreements between firms to distribute each other's products via each other's marketing channels |
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| vertical marketing system |
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| professionally managed and centrally coordinated to achieve maximum efficiency. Types: corporate, contractual, administered |
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successive stages of production and distribution under a single ownership
forward integration- manufacturer owns the intermediary distributor
backward integration - retailer owns manufacturing operations |
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| independent production & distribution firms integrate their efforts according to a contract |
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| sponsored voluntary chains- wholesaler organize & standardize buying practices & inventory management practices for many small retailers |
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| 2) retailer-sponsored cooperatives |
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| small, independent retailers concentrate their buying power to operate a wholesale facility cooperatively |
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| contract between parent company and an individual or firm that allows to operate a business under a certain name and abiding to certain rules |
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| achievement of coordination at successive stages of production & distribution by the size and influence of one channel member rather than through ownership, e.g. Walmart negotiates with manufactures and Protector & Gamble with retailers |
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| number of stores in a geographic area |
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| firms tries to place its product in as many outlets as possible |
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| firm selects few retailers in a specific area to sell its products |
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| one retailer in a specific area carries firm's product |
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a) information
b) convenience
c) variety
d) pre- or postsale services |
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| factors affecting channel choice |
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a) target market coverage
b) buyer requirements
c) profitability |
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| one member believes that the action sof another member prevent it form achieving its goals |
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| occurs between different levels in a marketing channel, e.g. wholeseler and retailer |
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| occurs between two members on the same marketing level, e.g. two wholeselers |
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| a channel member bypasses another member and sells products to the next member in the chain |
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| channel member that coordinates, directs and supports other channel members |
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| when a distributor buying one product is forced to buy other products form the supplier. Illegal |
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| buyer is forced to carry a full-line of suppliers products instead of separate items. Illegal |
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| supplier attempts to control to whom and where its products are resold. illegal |
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| activities that focus on getting the right quantity of the right product at the right place in the right time at the lowest possible cost |
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| refers to various firms involved in creating and delivering a product or a service to consumers, includes everyone from raw material suppliers to producer to consumer |
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| integration and organization of information and logistics activities across firms in the supply chain |
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| includes expenses associated with transportation, materials handling, warehousing, inventory, stockouts, order processing and return products handling |
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| customer service in logistics |
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| ability of logistics management to satisfy users in terms of time, dependability, communications, convenience |
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| order cycle or replenishment time |
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| time between ordering a good and having it delivered and ready for sell |
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| vendor-managed inventory (VMI) |
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| the supplier electronically determines the amount of product a retailer needs and automatically delivers it on pre-agreed terms |
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| process or reclaiming reusable & recyclable materials, returns, and reworks form point of consumption to repair/remanufacture/redistribute/dispose |
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| order cycle or replenishment time |
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Definition
| time between ordering a good and having it delivered and ready for sell |
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