Principles of Marketing PDF

‭PRINCIPLES OF MARKETING‬ ‭DISTRIBUTION CHANNEL‬ ‭ roducer,‬ ‭wholesaler,‬ ‭retailer,‬ ‭and‬ p...

‭PRINCIPLES OF MARKETING‬ ‭DISTRIBUTION CHANNEL‬ ‭ roducer,‬ ‭wholesaler,‬ ‭retailer,‬ ‭and‬ p ‭consumer.‬ ‭‬ ‭A‬ ‭distribution‬ ‭channel‬ ‭is‬ ‭the‬ ‭network‬ ‭of‬ ‭ ‬ ‭Level 3‬ ‭businesses‬ ‭or‬ ‭intermediaries‬ ‭through‬ ‭This‬ ‭level‬ ‭may‬ ‭add‬ ‭the‬ ‭jobber‬‭,‬ ‭this‬ ‭level‬ ‭which‬ ‭a‬ ‭good‬ ‭or‬ ‭service‬ ‭passes‬ ‭until‬ ‭it‬ ‭adds‬ ‭the‬ ‭role‬ ‭of‬ ‭the‬ ‭individual‬ ‭who‬ ‭may‬ ‭assemble‬ ‭products‬ ‭from‬ ‭a‬ ‭variety‬ ‭of‬ ‭reaches‬ ‭the‬ ‭final‬ ‭buyer‬ ‭or‬ ‭the‬ ‭end‬ ‭producers,‬ ‭store‬ ‭them,‬ ‭sell‬ ‭them‬ ‭to‬ ‭consumer.‬ ‭Distribution‬ ‭channels‬ ‭can‬ ‭retailers,‬ ‭and‬ ‭act‬ ‭as‬ ‭a‬ ‭middle-man‬ ‭for‬ ‭include‬ ‭wholesalers,‬ ‭retailers,‬ ‭wholesalers and retailers.‬ ‭distributors, and even the Internet.‬ ‭COMPONENTS OF DISTRIBUTION CHANNEL‬ ‭‬ ‭Producer‬ ‭Producers‬ ‭combine‬ ‭labor‬ ‭and‬ ‭capital‬ ‭to‬ ‭create goods and services for consumers.‬ ‭‬ ‭Agent‬ ‭Agents‬ ‭commonly‬ ‭act‬ ‭on‬ ‭behalf‬ ‭of‬ ‭the‬ ‭producer‬‭to‬‭accept‬‭payments‬‭and‬‭transfer‬ ‭the‬ ‭title‬ ‭of‬‭the‬‭goods‬‭and‬‭services‬‭as‬‭they‬ ‭move through distribution.‬ ‭‬ ‭Wholesaler‬ ‭A‬ ‭person‬ ‭or‬ ‭company‬ ‭that‬ ‭sells‬ ‭large‬ ‭quantities‬‭of‬‭goods,‬‭often‬‭at‬‭low‬‭prices,‬‭to‬ ‭retailers.‬ ‭‬ ‭Retailer‬ ‭A‬ ‭person‬ ‭or‬ ‭business‬ ‭that‬ ‭sells‬ ‭goods‬ ‭to‬ ‭the‬ ‭public‬ ‭in‬ ‭small‬ ‭quantities‬ ‭for‬ ‭immediate use or consumption‬ ‭‬ ‭End Consumer‬ ‭A person who buys a product or service.‬ ‭TYPES OF DISTRIBUTION CHANNEL‬ ‭‬ ‭Direct‬ ‭A‬ ‭direct‬ ‭channel‬ ‭allows‬ ‭the‬ ‭consumer‬ ‭to‬ ‭make purchases from the manufacturer‬ ‭‬ ‭Indirect‬ ‭An‬ ‭indirect‬ ‭channel‬ ‭allows‬ ‭the‬ ‭consumer‬ ‭to‬ ‭buy‬ ‭the‬ ‭goods‬ ‭from‬ ‭a‬ ‭wholesaler‬ ‭or‬ ‭retailer.‬ ‭‬ H ‭ ybrid‬ ‭distribution‬ ‭channels‬ ‭use‬ ‭both‬ ‭direct‬ ‭channels and indirect channels‬‭id‬ ‭Distribution Channel Levels‬ ‭‬ ‭Level 0‬ ‭This‬‭is‬‭a‬‭direct-to-consumer‬‭model‬‭where‬ ‭the‬ ‭producer‬ ‭sells‬ ‭its‬ ‭product‬ ‭directly‬ ‭to‬ ‭the end consumer‬ ‭‬ ‭Level 1‬ ‭A‬ ‭producer‬ ‭sells‬ ‭directly‬ ‭to‬‭a‬‭retailer‬‭who‬ ‭sells the product to the end consumer.‬ ‭‬ ‭Level 2‬ ‭Including‬ ‭two‬‭intermediaries,‬‭this‬‭level‬‭is‬ ‭one of the longest because it includes the‬ ‭Key Terms‬ ‭‬ L ‭ egal and Regulatory Framework‬ ‭TYPES OF ORGANIZATIONAL MARKETS‬ ‭‬ ‭Social‬ ‭and‬ ‭Environmental‬ ‭‬ ‭Industrial Market‬ ‭Considerations‬ ‭‬ ‭Reseller Market‬ ‭‬ ‭Technological Factors‬ ‭‬ ‭Government Market‬ ‭CONSUMER BUYING ROLES‬ ‭MAJOR INFLUENCES ON INDUSTRIAL FACTORS‬ ‭‬ ‭Initiator‬ ‭‬ ‭Environmental Factors‬ ‭‬ ‭Influencer‬ ‭‬ ‭Organizational Factors‬ ‭‬ ‭Decider‬ ‭‬ ‭Interpersonal Factors‬ ‭‬ ‭Buyer‬ ‭‬ ‭Individual Factors‬ ‭‬ ‭User‬ ‭ THER CHARACTERISTICS OF‬ O ‭TYPES OF BUYING DECISION BEHAVIOR‬ ‭ORGANIZATIONAL MARKETS‬ ‭‬ ‭Routinely Response Behavior‬ ‭‬ ‭Direct Purchasing‬ ‭‬ ‭Limited Problem Solving‬ ‭ ‬ ‭Reciprocity‬ ‭‬ ‭Extensive Problem Solving‬ ‭‬ ‭Leasing‬ ‭STAGES IN BUYING DECISION PROCESS‬ ‭MAJOR TYPES OF BUYING SITUATIONS‬ ‭‬ ‭Problem Recognition‬ ‭‬ ‭Straight Rebuy‬ ‭‬ ‭Information Search‬ ‭‬ ‭Modified Rebuy‬ ‭‬ ‭Evaluation of Alternatives‬ ‭‬ ‭New Task‬ ‭CONSUMER BRAND RELIEF‬ ‭5 ROLES IN THE PURCHASE DECISION PROCESS‬ ‭‬ ‭Attitudes‬ ‭‬ ‭Users‬ ‭‬ ‭Beliefs‬ ‭‬ ‭Influencers‬ ‭‬ ‭Product Development‬ ‭‬ ‭Buyers‬ ‭‬ ‭Deciders‬ ‭‬ ‭Advertising Strategies‬ ‭‬ ‭Gatekeepers‬ ‭‬ ‭Brand Image‬ ‭Stages of Buying Process‬ ‭ UYER‬ ‭DECISION‬ ‭PROCESS‬ ‭TOWARDS‬ ‭NEW‬ B ‭‬ ‭Problem Recognition‬ ‭PRODUCTS‬ ‭‬ ‭General Need Description‬ ‭‬ ‭New Product‬ ‭‬ ‭Product Specification‬ ‭‬ ‭Adoption Process‬ ‭‬ ‭Supplier Search‬ ‭‬ ‭Adoption‬ ‭‬ ‭Proposal Solicitation‬ ‭‬ ‭Supplier Selection‬ ‭‬ ‭Order Routine Specification‬ ‭STAGES IN ADOPTION PROCESS‬ ‭‬ ‭Performance Review‬ ‭‬ ‭Awareness‬ ‭‬ ‭Interest‬ ‭Organizational Trends in the Purchasing Area‬ ‭‬ ‭Realization‬ ‭‬ ‭Upgraded Purchasing‬ ‭‬ ‭Trial‬ ‭‬ ‭Centralized Purchasing‬ ‭‬ ‭Long Term Contracts‬ ‭‬ ‭Purchasing Performance‬ ‭ ARTICIPANTS‬ ‭IN‬ P ‭GOVERNMENT‬ ‭BUYER‬ ‭BEHAVIOR‬ ‭‬ ‭Federal Level‬ ‭‬ ‭State Level‬ ‭‬ ‭Local level‬ ‭ ACTORS‬ ‭INFLUENCING‬ ‭GOVERNMENT‬ ‭BUYER‬ F ‭BEHAVIOR‬ ‭‬ ‭Economic Conditions‬ ‭‬ ‭Political Environment‬