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2011-05-20 00:50:43

Marketing chapter 10
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  1. Value Delivery Network
    the network made up of the company, suppliers, distributors, and ultimately customers who "partner" with each other to improve the performance of the entire system in delivering customer value
  2. 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
  3. Channel Level
    a layer of intemediaries that performs some work in bringing the product and its ownership closer to the final buyer
  4. Direct Marketing Channel
    a marketing channel that has no intermediary levels
  5. Indirect Marketing Channel
    channel containing one or more intermediary levels
  6. Channel Conflict
    disagreement among marketing channel members on goals, roles, and rewards-who should do what and for what rewards
  7. 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, even at the expense of profits for the system as a whole
  8. VMS
    • (vertical marketing system)
    • a distribution channel structure in which producers, wholesalers, and retailers act as a univied system. One channel member owns the others, has contracts with them, or has so much power that they all cooperate
  9. Corporate VMS
    a vertical marketing system that combines successsive stages of production and distribution under single ownership-channel leadership is established through common ownership
  10. Contractual VMS
    a vertical marketing system in which independent firms at different levels of production anddistribution join together through contracts to obtain more economies or sales impact than they could sachieve alone
  11. Retail Marketing Mix (Six P's)
    • Product
    • Place
    • Promotion
    • Price
    • Personnel
    • Presentation
  12. Wheel of Retailing
    • Low-end Strategy
    • Medium Strategy
    • High-end Strategy