Marketing Chapter 13

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Marketing Chapter 13


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a set of interdependent organizations that eases the transfer of ownership as products move from producer to business user or consumer
Marketing Channel (Channel of distribution)
all parties in the marketing channel who negotiate with one another, buy and sell products, and facilitate the change of ownership between buyer and seller in the course of moving the product from the manufacturer into the hands of the final consumer
channel members
the difference between the amount of product produced and the amount an end user wants to buy
Discrepancy of Quantity
the lack of all the items a customer needs to receive full satisfaction from a product or products
discrepancy of assortment
a situation that occurs when a product is produced but a customer is not ready to buy it
temporal discrepancy
the difference between the location of a producer and the location of widely scattered markets
Spatial discrepancy
a channel intermediary that sells mainly to consumers
an institution that buys goods from manufacturers and resells them to businesses, government agencies, and other wholesalers or retailers and that receives and takes title to goods, stores them in its own warehouses, and later ships them
merchant wholesaler
wholesaling intermediaries who do not take title to a product but facilitate its sale from producer to end user by representing retailers, wholesales, or manufacturers
agents and brokers
a distribution channel in which producers sell directly to consumers
direct channel
the capacity of a particular marketing channel member to control or influence the behavior of other channel members
channel power
a situation that occurs when one marketing channel member intentionally affects another member's behavior
channel control
a member of a marketing channel that exercises authority and power over the activities of other channel members
channel leader (channel captain)
a clash of goals and methods between distribution channel members
channel conflict
the joint effort of all channel members to create a channel that serves customers and creates a competitive advantage
Channel partnering (channel Cooperation)