MGTA02H3 Lecture Notes - Breakcore, Independent Business, Telemarketing

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1 Apr 2013
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Chapter 9: The 4 Ps Place
Terms:
Distribution Mix: the combination of distribution channels a firm selects to get a product to end-users
Intermediary: any individual or firm other than the producer who participates in a product’s
distributions
Wholesalers: intermediaries who sell products to other businesses, which in turn resell them to the end-
users
Retailers: intermediaries who sell products to end-users
Distribution Channel: the path a product follows from the producer to the end-user
Direct Channel: a distribution channel in which the product travels from the producer to the consumer
without passing through any intermediary
Sales Agent (or broker): an independent business person who represents a business and receives a
commission in return, but never takes legal possession of the product
Intensive Distribution: a distribution strategy in which a product is distributed in nearly every possible
outlet, using many channels and channel members
Exclusive Distribution: a distribution strategy in which a product’s distribution is limited to only one
wholesaler or retailer in a given geographic area
Selective Distribution: a distribution strategy that falls between intensive and exclusive distribution,
calling for the use of limited number of outlets for a product
Merchant Wholesaler: an independent wholesaler that buys and takes legal possession of goods before
selling them to customers
Department Stores: large retail stores that offer a wide variety of high-quality items divided into
specialized departments
Supermarkets: large retail stores that offer a variety of food and food-related items divided into
specialized departments
Specialty Stores: small retail stores that carry one line of related products
Bargain Retailers: retail outlets that emphasize low prices as a means of attracting consumers
Discount Houses: bargain retail stores that offer major items such as televisions and large appliances at
discount prices
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Document Summary

Distribution mix: the combination of distribution channels a firm selects to get a product to end-users. Intermediary: any individual or firm other than the producer who participates in a product"s distributions. Wholesalers: intermediaries who sell products to other businesses, which in turn resell them to the end- users. Distribution channel: the path a product follows from the producer to the end-user. Direct channel: a distribution channel in which the product travels from the producer to the consumer without passing through any intermediary. Sales agent (or broker): an independent business person who represents a business and receives a commission in return, but never takes legal possession of the product. Intensive distribution: a distribution strategy in which a product is distributed in nearly every possible outlet, using many channels and channel members. Exclusive distribution: a distribution strategy in which a product"s distribution is limited to only one wholesaler or retailer in a given geographic area.

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