Chapter 14: Managing Distribution and Pricing Flashcards Preview

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Flashcards in Chapter 14: Managing Distribution and Pricing Deck (63)
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1

Companies partner with________ to help distribute products to the customer

marketing intermediaries like retailers and wholesalers

2

4 common distribution channels

1. Direct channel
2. producer to retailer to customer channel
3. producer to wholesaler to retailer to customer channel
4. producer to agent to wholesaler to retailer to customer channel

3

organization that helps move products from producers to customers

marketing intermediaries

4

businesses that specialize in selling products to the end user

retailers

5

companies that sell products to other businesses, like retail stores instead of selling to customers

wholesalers

6

a distribution channel where the producer sells directly to customers with no marketing intermediaries in between

direct channel

7

a distribution channel where the producer sells to a retail store, which then sells to customers. Is also the largest and most common type of marketing

producer to retailer to customer channel

8

a D.C where goods are first sold to wholesalers and then to retailers

producer to wholesaler to retailer to customer channel

9

a distribution channel similar to the producer to wholesaler to retailer channel but with the addition of sales agents who connect buyers to sellers

producer to agent to wholesaler to retailer to customer channel

10

Benefits of marketing intermediaries

1. they provide efficiency and assortment
2. break bulk for producers
3. provide valuable market information
4. provide an instant sale infrastructure for the producer

11

Most important benefit of marketing intermediary

provides an instant sale infrastructure for the producer

12

____ are the link between producers and customers

retailers

13

4 common features that differentiate various physical retailers

1. number of product categories
2. pricing
3. distribution intensity
4. size and selection

14

the level of market coverage of a product, and is usually measured by the # of outlets where the product is sold

distribution intensity

15

Convenience goods generally would use _____ distribution

intensive

16

shopping goods would use ______ or _______ distribution

intensive or selective

17

specialty and unsought products would use _____ distribution

exclusive

18

retail stores that employ 25 or more staff

Department stores

19

sell products at a lower price

discount stores

20

sell a limited variety of products

convenience stores

21

Large-self service store

supermarkets

22

large retail stores that carry additional product lines

superstore

23

Large-scale members-only establishments

warehouse clubs. ex: Costco

24

Carry a narrow product mix with deep product lines

traditional specialty stores

25

stores that buy manufacturers seconds and off-season merchandise. ex: Winners

Off-price retailer

26

Very large specialty stores that concentrate on a single product line and compete by offering low prices

Category killers

27

selling that does not take place in conventional store

non-store retailing

28

____ use direct selling, direct marketing and vending machines

non-store retailing

29

the marketing of products to customers through face-to -face sales

direct selling

30

the use of the phone, internet to communicate product and organizational info to customers

direct marketing