| A | B |
|---|
| channel of distribution | any series of firms who participate in the flow of products from producer to final user or customer |
| direct marketing | direct communication between a seller and an individual customer using a promotion method other than face-to-face personal selling |
| Administered channel systems | various channel members informally agree to cooperate with each other |
| Bulk-breaking | dividing larger quantities into smaller quantities as products get closer to the final market |
| Channel captain | a manager who helps direct the activities of a whole channel and tries to avoid—channel conflicts |
| Contractual channel systems | various channel members agree by contract to cooperate with each other. |
| Corporate channel systems | corporate ownership all along the channel |
| Discrepancy of assortment | the difference between the lines a typical producer makes and the assortment final consumers or users want. |
| Discrepancy of quantity | the difference between the quantity of products it is economical for a producer to make and the quantity final users or consumers normally want |
| Dual distribution | when a producer uses several competing channels to reach the same target market |
| Sorting | separating products into grades and qualities desired by different target markets. |
| Exclusive distribution | selling through only one middleman in a particular geographic area |
| Intensive distribution | selling a product through all responsible and suitable wholesalers or retailers who will stock and/or sell the product. |
| Reverse channels | channels used to retrieve products that customers no longer want. |
| Vertical integration | acquiring firms at different levels of channel activity. |
| Vertical marketing systems | channel systems in which the whole channel focuses on the same target market at the end of the channel. |
