| A | B |
|---|
| DUAL DISTRIBUTION | Distributing a product through two different channels. |
| E-Tailers | Retailers who operate solely online |
| exclusive distribution | A distribution pattern in which a producer sells a product through just one middleman in a geographic area. |
| horizontal conflict | A type of channel conflict that occurs between channel members at the same level (e.g., two retailers). |
| indirect channel of distribution | A channel of distribution in which goods and services move from the producer to channel members then to consumers or users. |
| indirect distribution | A channel of distribution in which goods and services move from the producer to the channel members and then to consumers or industrial users |
| industrial distributor | A channel member that buys industrial goods and sells them to industrial users. Independent firms that take possession of the products they sell & have a partnership arrangement with the manufacturer |
| industrial goods and Services | Products purchased by producers for resale, to make other goods and services, and/or to use in business operations |
| INTENSIVE DISTRIBUTION | A distribution pattern in which a producer sells a product through every available wholesaler and retailer in a geographic area where consumers might look for it. |
| integrated distribution | manufacturer acts as wholesaler and retailer for its own products. |
| intermediaries | Channel members operating between the producer and the consumer or industrial user to help in the movement of goods and services |
| logistics | Refers to managing the flow of goods and services from production to consumption. |
| MANUFACTURER’S REPRESENTATIVES/AGENTS | They sell the manufacturer's product to the wholesalers, retailers, other businesses & also to institutions such as hospitals, libraries & school. They may represent more than one manufacturer |
| manufacturer's sales force | Comprises the salespersons that are on the company’s rolls & received a fixed salary. Devote their entire time & effort to selling that product or service of that manufacturer. |
| merchandising allowance | A price reduction offered to intermediaries; often used to entice intermediaries to purchase a particular product or to reimburse intermediaries for their marketing costs. |
| middlemen | Channel members operating between the producer and the consumer or industrial user to help in the movement of goods and services. |
| negotiation | The process of one party reaching an agreement with another party to meet specific needs or wants; the process of persuading or influencing someone to take a certain course of action in order to achieve a desired outcome |
| nonstore retailing | A business that buys consumer goods or services and sells them to the ultimate consumer by means other than through a store, e.g., phone, mail, door to door, vending machines. |
| physical distribution | Involves the actual movement of goods after they are produced & before they are consumed. A concept or approach to managing the finished goods inventory of the firm. Typically it includes transportation, warehousing, inventory, and order processing functions of the firm. Process of designing and administering the systems to control the flow of goods. |
| place | Marketing element focusing on considerations in getting a selected product in the right place at the right time |
| private brand | Brands owned by intermediaries |
| rack jobber | A vendor who delivers stock to a business and puts it in racks or other locations for the business. |
| retailers | A business that buys consumer goods or services and sells them to the ultimate consumer |
| risk taking | Understanding and accepting the responsibility of not knowing the outcome of your actions. |
| selective distribution | A distribution pattern is which a producer sells a product through a limited number of middlemen in a geographic area. It is adopted when the manufacturer lacks the resources to adequately influence the policies of all the intermediaries who can carry a particular product. The manufacturer distributes products only to specific retailers selected on the basis of defined criteria |
| selling agent | middlemen who perform entire marketing task for firms. |
| supply chain | movement of materials as they flow from their source to the end customer. Supply Chain includes purchasing, manufacturing, warehousing, transportation, customer service, demand planning, supply planning and Supply Chain management. It is made up of the people, activities, information and resources involved in moving a product from it's supplier to customer. |
| ultimate consumer | Anyone who personally uses a good or service to satisfy his/her own wants. |
| vendor | A supplier of goods, usually a wholesaler or distributor |
| vertical conflict | A type of channel conflict that occurs between channel members at different levels within the same channel |
| wholesalers | Intermediaries who help to move goods between producers and retailers by buying goods from producers and selling them to retailers |
