MANAGING RETAILING, WHOLESALING, AND LOGISTICS

Chapter 15
Chapter 16
MANAGING RETAILING, WHOLESALING, AND LOGISTICS
Private Labels
Wholesaling
Marketing Logistics
Retailing
Types of Retailing
Store Retailers
The new retail environment
Marketing decision
Self-service
Self-selection
Limited service
Full service
Non Retailing
Direct selling
Direct marketing
Automatic vending
Buying service
Corporate retailing and Franchising
The franchisor own a trade or service mark and licenses it to franchisees in return for royalty payments.
The franchisee pays for the right to be part of the system
The franchisor provides its franchisees with a system for doing business
Target market
Channels
Product assortment
Procurement
Prices
Services
Store atmosphere
Store activities and experiences
Communications
Location
Central business
Regional shopping centers
Community shopping centers
Shopping strips
A location within a larger store
Stand-alone stores
Role of Private Labels
Private-Label success factors
Types of wholesaling
Merchant wholesalers
Full-service wholesaling
Limited-service wholesaling
Brokers and agents
Manufacturers' and retailers' branches and offices
Specialized wholesalers
Functions
Selling and promoting
Buying and assortment building
Bulk breaking
Warehousing
Transportation
Financing
Risk bearing
Marketing information
Management service and counseling
Step of marketing logistics
Intergrated logistics systems
Market-logistics objectives
1. Deciding on the company's value proposition to its customers.
2. Selecting the best channel design and network strategy for reaching the customers.
3. Developing operational excellence in sales forecasting, warehouse management, transportation management, and materials management.
4. Implementing the solution with the best information systems, equipment, policies, and procedures
Market-logistics decisions
Order processing
Warehousing
Inventory
Transportaion
Organizational lessons
B2B E-commerce
E-commerce success factors
Legal recourse
Diplomacy, mediation, and arbitration
Co-option
Joint memberships
Employee exchange
Superordinate goals
Dual Compensation
Strategic justification
Intermediaries' dependence on the manufacturer
Differences in perception
Unclear roles and rights
Goal incompatibility
Multichannel conflict
Vertical channel conflict
Horizontal channel conflict
Franchise organizations
Retailer cooperatives
Wholesaler-sponsored voluntary chains
The new competition in retailing
Contractual VMS
Administered VMS
Corporate VMS
Channel evolution
Referent power
Expert power
Legitimate power
Reward power
Coercive power
Channel partnerships
Channel power
Control and adaptive criteria
Economic criteria
Mutual services and responsibilities
Distributors' territorial rights
Conditions of sale
Price policy
Intensive distribution
Selective distribution
Exclusive distribution
Terms and responsibilities of channel members
Number of intermediaries
Types of intermediaries
Service backup
Product variety
Spatial convenience
Waiting and delivery time
Lot size
Industrial marketing channels
Consumer marketing channels
Promotion flow
Information flow
Payment flow
Title flow
Physical flow
Brick-and-Click Companies
Pure-Click Companies
Legal and Ethical Issues in Channel Relations
Dilution and Cannibalization
Managing Channel Conflict
Causes of Channel Conflict
Types of Conflict and Competition
Integrating Multichannel Marketing Systems
Horizontal Marketing Systems
Vertical Marketing Systems (VMSs)
Global Channel Considerations
Channel Modification Decisions
Modifying Channel Design and Arrangements
Evaluating Channel Members
Training and Motivating Channel Members
Selecting Channel Mambers
Evaluating Major Channel Alternatives
Identifying Major Channel Alternatives
Establishing Objectives and Constraints
Analyzing Customer Needs and Wants
Service Sector Channels
Channel Levels
Channel Functions and Flows
Hybrid Channels and Multichannel Marketing
Value Networks
The Imprtance of Channels
M-Commerce Marketing Practices
E-Commerce Marketing Practices
Conflict, Cooperation, and Competition
Channel Integration and Systems
Channel-Management Decisions
Channel-Design Decisions
The Role of Marketing Channels
Marketing Channels and Value Networks
DESIGNING AND MANAGING INTEGRATED MARKETING CHANNELS
DELIVERING VALUE
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