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Chapter_13_Glossary - Chapter 13 Glossary agents and...

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Chapter 13 Glossary agents and brokers wholesaling intermediaries who do not take title to a product but facilitate its sale from producer to end user by representing retailers, wholesalers, or manufacturers arm’s-length relationship a relationship between companies that is loose, characterized by low relational investment and trust, and usually taking the form of a series of discrete transactions with no or low expectation of future interaction or service channel conflict a clash of goals and methods between distribution channel members channel control a situation that occurs when one marketing channel member intentionally affects another member’s behavior channel leader (channel captain) a member of a marketing channel that exercises authority and power over the activities of other channel members channel members all parties in the marketing channel who negotiate with one another, buy and sell products, and
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