Entity consisting of marketing
institutions and their interrelationships responsible for the physical and
title flow of goods and services from producer to consumer or industrial user.
Business firm, either wholesale
or retail, that operates between the producer and the consumer or industrial
user; sometimes called a middleman.
Direct sales contact between
buyer and seller.
Direct communication, other than
personal sales contracts, between buyer and seller.
Network in which a firm uses
more than one distribution channel to reach its target market.
Path that goods follow from
consumer back to manufacturer.
Institution, such as an
insurance company, bank, or transportation company, that provides specialized
assistance for channel members in moving products from producer to consumer.
Dominant and controlling member
of a marketing channel.
An individual item carried in
inventory by a store.
Retailing practice of buying
goods only on a deal or special promotion.
Fees paid by manufacturers to
retailers for shelf space.
Goods manufactured under
licenses abroad and then sold in the U.S. market in competition with their U.S.
produced counterparts.
Policy in which a manufacturer
of a convenience item attempts to saturate the market.
Policy in which a firm chooses
only a limited number of retailers to handle its product line.
Policy in which a firm grants
exclusive rights to a wholesaler or retailer to sell in a particular
geographical area.
Arrangement between a
manufacturer and a marketing intermediary that prohibits the intermediary from
handling competing product lines.
Restricted geographical selling
region specified by a manufacturer for its distributors.
Arrangement between a marketing
intermediary and a manufacturer that requires the intermediary to carry the
manufacturers full product line in exchange for an exclusive dealership.
Preplanned distribution channel
organized to be cost effective and achieve improved distribution efficiency.
VMS in which there is single
ownership of each stage in the distribution channel.
VMS in which channel
coordination is achieved through the exercise of power by a dominant channel
member.
VMS characterized by formal
agreements among channel members.
Contractual arrangement in which
a wholesaler or retailer (the franchisee) agrees to meet the operating
requirements of a manufacturer or other franchiser.
Franchiser's license to operate
or sub&-franchise units in a given geographic area.
