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Unit 4.0 Review

Marketing Management 4.0 Vocabulary

Channel The paths products follow from the producers to the consumers
Channel Management Coordinating with each member of the channel o ensure the efficient flow of the products
Supply Chain Management Software Used to collect and manage the information needed by each channel member
Wholesalers focus on... distribution planning
Horizontal conflict Problems that occur between channel members at the same level of the channel(wholesalers)
Vertical Conflict Problems that occur between channel members at the different level of the channel(wholesalers and retailers)
Disruption in the flow of products can lead to... Customer dissatisfaction
Members of the channel producers, wholesalers, retailers
Reward Power involves... a channel member being able to positively reinforce another’s performance.
Coercive Power involves... the threat of a punishment.
Motivation the drive to do, accomplish, or buy something
Internal motivation What is in it for oneself/personal motivation
External Motivation In order to save time and money
Valence the degree of importance or value attached to a reward
Perceived Probability The preparation a person has about the likelihood or unlikelihood of an event, given the knowledge of something but not all the factors that will determine the outcome
How do you determine the individual level of motivation? Valance x probability
Behavior Choice Theory Buyers go through a choice process to arrive at decisions of how they will buy as opposed to the choice process of what will be bought
Self-orientation the degree to which the individual works to achieve personal benefits
company attention the degree to which the individual works to achieve benefits for the company
What are the two types of behavior strategies? Offensive and defensive
Factors that motivate environmental, market, organizational, individual
Maslow’s Hierarchy of Needs A theory of human Motivation that can be used to understand customer motivation when buying
Created by: KarenMalldonado
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