Marketing Channel Management Vocabulary

1. Agents
intermediaries who assist in the sale and/or promotion of goods and services but do not take title to them
2. Channel Length
The total number of channel members in a channel of distribution
3. Channel Management
Processes by which marketers ensure that products are disturbed to customers efficiently
4. Channel Members
businesses or individuals who assist in moving goods and services from the producer to the consumer
5. Channels of Distribution
paths, or routes, that goods or services take from the producer to the ultimate consumer or industrial user
6. Chargeback
a financial penalty a middleman assesses a producer for a variety of issues, such as receiving damaged merchandise
7. Direct Distribution
a channel of distribution in which goods and services move directly from the producer to the consumer or industrial user
8. Distribution Intensity
the level of market exposure a certain distribution pattern achieves
9. Dual Distribution
distrusting a product through two different channels
10. E-Commerce
the buying and selling of goods using computers
11. Exclusive Distribution
a distribution pattern in which a producer sells a product through just one middleman in a geographic area
12. Horizontal Conflict
a type of channel conflict that occurs between channel members at the same level (ie: two retailers)
13. Incentive
a reward that motivates
14. Indirect Distribution
a channel of distribution in which goods and services move from the producer to the channel members and then to consumers or industrial users
15. Industrial User
a business that buys materials, or services, or goods which will be used to make other goods or which will be used in the operation of the company
16. Intensive Distribution
a distribution pattern in which a producer sells a product through every available wholesaler and retailer in a geographic area where consumers might look for it
17. Intermediaries (middlemen)
channel members operating between the producer and consumer or industrial user to help in the movement of goods and services
18. Multiple Distribution
distributing a product through many different channels
19. Producers
the people who make or provide goods and/or services
20. Retailers
businesses that buy consumer goods or services to sell them to the ultimate consumer
21. Risk
the possibility of loss or failure
22. Sanctions
financial penalties or fines
23. Selective Distribution
a distribution pattern in which a producer sells a product through a limited number of middlemen in a geographic area
24. Value
the amount of satisfaction a good or service will provide the customer
25. Vertical Conflict
a type of channel conflict that occurs between channel members at different levels within the same channel
26. Wholesalers
intermediaries who help to move goods between producers and retailers by buying goods from producers and selling them to retailers