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WMU - MKTG 2500 - Class Notes - Week 10

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WMU - MKTG 2500 - Class Notes - Week 10

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background image Marketing Chapter 10 Value delivery network- a network composed of the company, suppliers, 
distributions, and, ultimately, customers who partner with each other to 
improve the performance of the entire system in delivering customer value.
Marketing channel (distribution channel)- a set of interdependent 
organizations that help make a product or service available for use or 
consumption by the consumer or business user
Channel level- a layer of intermediaries that performs some work in brining 
the product and its ownership closer to the final buyer
Direct marketing channel- a marketing channel that has no intermediary 
levels
Indirect marketing channel- a marketing channel containing one or more 
intermediary levels
Channel conflict- disagreements among marketing channel members on 
goals, roles, and rewards- who what and for what rewards
Conventional distribution channel- a channel consisting of one or more 
independent producers, wholesalers, and retailers, each a separate business 
seeking to maximize its own profits, perhaps even at the expense of profits 
for the system as a whole
Vertical marketing systems (VMS)- a channel structure in which producers, 
wholesalers, and retailers act as a unified system. One channel member 
owns the others, has contracts with them, or has so much power that they all
cooperate. 
Cooperate VMS- a vertical marketing system that combines successive 
stages of production and distribution under single ownership- channel 
leadership is established through common ownership.
Contractual VMS- vertical marketing system in which independent firms at 
different levels of production and distribution join together through contracts
Franchise organization- a contractual vertical marketing system in which a 
channel member, called a franchisor, links several stages in the production-
distribution process
Administered VMS- a vertical marketing system that coordinates successive 
stages of production and distribution through the size and power of one of 
the parties
background image Horizontal marketing system- a channel arrangement in which two or more 
companies at one level join together to follow a new marketing opportunity
Multichannel distribution system- a distribution system in which a single firm 
sets up two or more marketing channels to reach one or more customer 
segments
Disintermediation- the cutting out of marketing channel intermediaries by 
product or service producers or the displacement of traditional resellers by 
radical new types of intermediaries
Marketing channel design- designing effective marketing channels by 
analyzing customer needs, setting channel objectives, identifying major 
channel alternatives and evaluation those alternatives
Intensive distribution- stocking the product in as many outlets as possible Exclusive distribution- giving a limited number of dealers that exclusive right 
to distribute the company’s products in their territories
Selective distribution- the sue of more than one but fewer that all the 
intermediaries that are willing to carry the company’s products. 
Marketing channel management- selecting, managing, and motivation 
individual channel members and evaluating their performance over time.
Marketing logistics (physical distribution)- planning, implementing, and 
controlling the physical flow of foods, services, and related information from 
points of origin to points of consumption to meet customer requirements at a
profit. 
Supply chain management- managing upstream and downstream value- 
added flows of materials, final goods, and related info among suppliers, the 
company, resellers, and final consumers
Distribution center- a large, highly automated warehouse designed to receive
goods from various plants and suppliers, take orders, fill them efficiently, and
deliver goods to customers as quickly as possible. 
Integrated logistics management- the logistics concept that emphasizes 
teamwork-both inside the company and among all the marketing channel 
organizations- to maximize the performance of the entire distribution system
Third-party logistics (3PL) provider- an independent logistics provider that 
performs any or all of the functions required to get a client’s product to 
market

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School: Western Michigan University
Department: OTHER
Course: Principle of Marketing
Professor: Dr. Marty Meloche
Term: Fall 2017
Tags: Marketing
Name: Marketing Chapter 10
Description: chapter 10 notes
Uploaded: 03/15/2018
6 Pages 26 Views 20 Unlocks
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