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Unformatted text preview: 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 arms-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 members 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 facilitate the change of ownership between buyer and seller in the course of moving the product...
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This note was uploaded on 02/12/2012 for the course MKT 3401 taught by Professor Jaber during the Spring '08 term at LSU.
- Spring '08