Marketing 6621

1. Channel Management
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2. A path through which goods and services flow in one
direction (from vendor to the consumer),
and the payments generated by them that flow in the
opposite direction (from consumer to the vendor).
Channel

3. The total number of channel
members in a channel of distribution
Channel length

4. Businesses or individuals who assist in
moving goods and services from the
producer to the consumer
Channel members

5. Distribution Patterns

6. A distribution pattern in which a producer
sells a product through just one middle
man in a geographic area
Exclusive Distribution

7. A producer sells a product through a
limited number of middlemen in a
geographic area.
Selective Distribution

8. Producer sells a product through every
available wholesaler and retailer in a
geographic area where consumers might
look for it
Intensive Distribution

9. Channel Functions

10. Companies rely on market research to determine their
target markets’ needs and wants.
Providing Marketing Information

11. Costs and responsibilities can be shared.
Promoting Products

12. Offering to deliver and install products.
Negotiating with Customers

13. Selling large quantities of products to
wholesalers and retailers
Reducing Discrepancies

14. Work together to finance activities to become
more effective
Financing and Risk-taking

15. Horizontal vs. Vertical Conflict
Horizontal Conflict:
Occurs between channel
members at the same level
Ex: two retailers selling pet
supplies compete to sell to the
same target market
Vertical Conflict:
Occurs between channel members at
different levels within the same
channel
Producers and wholesalers or
producers and retailers