FLASHCARDS CHANNEL MANAGEMENT 2017-2018 SEND TO: STUVIA
1 Module 1 2 Module 1 3 Module 1
Draw
Explain Explain The distributor channel (B2B)
Marketing Channel Intermediary
4 Module 1 5 Module 1 6 Module 1
Draw Draw Explain
Agent channel (B2B) Agent distributor channel (B2B) Distributor
7 Module 1 8 Module 1 9 Module 1
Explain Draw Draw
Agent Retail channel (B2C) Wholesale channel (b2C)
10 Module 1 11 Module 1 12 Module 1
Draw Explain why Give
Agent channel (B2C) Marketing channel are important? 2 reasons why retailers are having
power now (instead of manufacturers)
13 Module 1 14 Module 1 15 Module 1
Explain Explain Name
How are retailers getting bigger? (3x) How are retailers getting smarter? (2x) 3 trends of channel management
MADE BY: MIRTE VAN SCHAIJK
Page 1 of 37
, FLASHCARDS CHANNEL MANAGEMENT 2017-2018 SEND TO: STUVIA
3 2 1
Answer Answer Answer
Is not a manufacturer and not an end-user A set of organization that work together to make
goods available for end-users.
6 5 4
Answer Answer Answer
Purchases the good and then sells it.
(has the risk of not selling the products)
9 8 7
Answer Answer Answer
Doesn’t buy the product, but sells them for the
manufacturer or distributor.
12 11 10
Answer
Answer Answer
Growing retailer scale getting bigger and bigger Channels are universal (are everywhere)
Growing retailer sophistication getting smarter Channels are important in economic terms (Good
decisions matters a lot)
Channels could be competitive advantage (is hard
to copy)
15 14 13
Answer Answer Answer
Better availality of consumer data Multi-channel operations Internalization
Price wars --> market is sensitive for this Private label Merger & acquisition
Digitalization / showrooming (people go to retail Buying group (jointly purchase products with
store to get advice, and buy online. others)
MADE BY: MIRTE VAN SCHAIJK
Page 2 of 37
, FLASHCARDS CHANNEL MANAGEMENT 2017-2018 SEND TO: STUVIA
1 Module 1 2 Module 2 3 Module 2
Explain Explain Name
Showrooming Channel design Options of channels design (2x)
4 Module 2 5 Module 2 6 Module 2
Name Name Explain
3 strategic channel decisions 2 questions to be asked for channel Disintermediation
lengths
(strategic channel decision)
7 Module 2 8 Module 2 9 Module 2
Explain Explain Explain why
Double marginalization COGS Not all manufacturers sell directly to
consumer (2x)
10 Module 2 11 Module 2 12 Module 2
Explain Explain Explain
Quantity sold Quality sold Bulk breaking
Name (advantage of intermediary)
4 hows of quality sold
13 Module 2 14 Module 2 15 Module 2
Explain Explain Explain
Assortment convenience Time convenience Spatial convenience
(advantage of intermediary) (advantage of intermediary) (advantage of intermediary)
MADE BY: MIRTE VAN SCHAIJK
Page 3 of 37
, FLASHCARDS CHANNEL MANAGEMENT 2017-2018 SEND TO: STUVIA
3 2 1
Answer Answer Answer
Adding a new channel Is about building a channel. You go to the retail shop and get advice about a
product, use their service, knowledge and time,
Revision (NL: herziening) of an existing channel Decide the structure of your marketing channel but then check the cheapest price online and
often forgotten) purchase there.
6 5 4
Answer Answer Answer
The intermediaries are being cut out. So the Why use intermediaries at all and not just sell Channel lengths how many layers of
manufacturer sells directly to the consumer. directly to end-user? internediaries?
(You avoid double marginalization) Shorter versus longer channel? Distribution intensity how many
retailers/agents/wholesalers
Number of channels one channel or more?
9 8 7
Answer Answer Answer
Quantity sold Cost of Goods Sold = kostprijs 2 parties need to make profit. The manufacturer
Distribution costs and the intermediary before it ends at the
consumer.
12 11 10
Answer Answer Answer
Bulk braking allows the consumer to buy in small Quality sold = intermediaries can help to sell more, Intermediaries can help to sell more.
lots. by
The intermediary buys in boxes (of multiple Bulk breaking
bottles) and sells in bottles. Assortment convenience
Time convenience
Spatial convenience
15 14 13
Answer Answer Answer
Reduce transportation costs and search costs of Reduce the time the end user must wait between The intermediary offers a wide (# of product
end user. ordering and receiving the goods. categories) and deep (# of brands/models with in a
product category) assortment to the end-user.
MADE BY: MIRTE VAN SCHAIJK
Page 4 of 37
1 Module 1 2 Module 1 3 Module 1
Draw
Explain Explain The distributor channel (B2B)
Marketing Channel Intermediary
4 Module 1 5 Module 1 6 Module 1
Draw Draw Explain
Agent channel (B2B) Agent distributor channel (B2B) Distributor
7 Module 1 8 Module 1 9 Module 1
Explain Draw Draw
Agent Retail channel (B2C) Wholesale channel (b2C)
10 Module 1 11 Module 1 12 Module 1
Draw Explain why Give
Agent channel (B2C) Marketing channel are important? 2 reasons why retailers are having
power now (instead of manufacturers)
13 Module 1 14 Module 1 15 Module 1
Explain Explain Name
How are retailers getting bigger? (3x) How are retailers getting smarter? (2x) 3 trends of channel management
MADE BY: MIRTE VAN SCHAIJK
Page 1 of 37
, FLASHCARDS CHANNEL MANAGEMENT 2017-2018 SEND TO: STUVIA
3 2 1
Answer Answer Answer
Is not a manufacturer and not an end-user A set of organization that work together to make
goods available for end-users.
6 5 4
Answer Answer Answer
Purchases the good and then sells it.
(has the risk of not selling the products)
9 8 7
Answer Answer Answer
Doesn’t buy the product, but sells them for the
manufacturer or distributor.
12 11 10
Answer
Answer Answer
Growing retailer scale getting bigger and bigger Channels are universal (are everywhere)
Growing retailer sophistication getting smarter Channels are important in economic terms (Good
decisions matters a lot)
Channels could be competitive advantage (is hard
to copy)
15 14 13
Answer Answer Answer
Better availality of consumer data Multi-channel operations Internalization
Price wars --> market is sensitive for this Private label Merger & acquisition
Digitalization / showrooming (people go to retail Buying group (jointly purchase products with
store to get advice, and buy online. others)
MADE BY: MIRTE VAN SCHAIJK
Page 2 of 37
, FLASHCARDS CHANNEL MANAGEMENT 2017-2018 SEND TO: STUVIA
1 Module 1 2 Module 2 3 Module 2
Explain Explain Name
Showrooming Channel design Options of channels design (2x)
4 Module 2 5 Module 2 6 Module 2
Name Name Explain
3 strategic channel decisions 2 questions to be asked for channel Disintermediation
lengths
(strategic channel decision)
7 Module 2 8 Module 2 9 Module 2
Explain Explain Explain why
Double marginalization COGS Not all manufacturers sell directly to
consumer (2x)
10 Module 2 11 Module 2 12 Module 2
Explain Explain Explain
Quantity sold Quality sold Bulk breaking
Name (advantage of intermediary)
4 hows of quality sold
13 Module 2 14 Module 2 15 Module 2
Explain Explain Explain
Assortment convenience Time convenience Spatial convenience
(advantage of intermediary) (advantage of intermediary) (advantage of intermediary)
MADE BY: MIRTE VAN SCHAIJK
Page 3 of 37
, FLASHCARDS CHANNEL MANAGEMENT 2017-2018 SEND TO: STUVIA
3 2 1
Answer Answer Answer
Adding a new channel Is about building a channel. You go to the retail shop and get advice about a
product, use their service, knowledge and time,
Revision (NL: herziening) of an existing channel Decide the structure of your marketing channel but then check the cheapest price online and
often forgotten) purchase there.
6 5 4
Answer Answer Answer
The intermediaries are being cut out. So the Why use intermediaries at all and not just sell Channel lengths how many layers of
manufacturer sells directly to the consumer. directly to end-user? internediaries?
(You avoid double marginalization) Shorter versus longer channel? Distribution intensity how many
retailers/agents/wholesalers
Number of channels one channel or more?
9 8 7
Answer Answer Answer
Quantity sold Cost of Goods Sold = kostprijs 2 parties need to make profit. The manufacturer
Distribution costs and the intermediary before it ends at the
consumer.
12 11 10
Answer Answer Answer
Bulk braking allows the consumer to buy in small Quality sold = intermediaries can help to sell more, Intermediaries can help to sell more.
lots. by
The intermediary buys in boxes (of multiple Bulk breaking
bottles) and sells in bottles. Assortment convenience
Time convenience
Spatial convenience
15 14 13
Answer Answer Answer
Reduce transportation costs and search costs of Reduce the time the end user must wait between The intermediary offers a wide (# of product
end user. ordering and receiving the goods. categories) and deep (# of brands/models with in a
product category) assortment to the end-user.
MADE BY: MIRTE VAN SCHAIJK
Page 4 of 37
