Below are this chapter's featured key terms. The textbook's full glossary is also available for online searching.
 

brokers	Independent firms or individuals whose principal function is to bring buyers and sellers together to make sales. (See page(s) See page 406 in your textbook.)
channel captain	A marketing channel member that coordinates, directs, and supports other channel members; may be a producer, wholesaler, or retailer. (See page(s) See page 414 in your textbook.)
channel conflict	Arises when one channel member believes another channel member is engaged in behaviour that prevents it from achieving its goals. (See page(s) See page 413 in your textbook.)
channel partnership	Agreements and procedures among channel members for ordering and physically distributing a producer's product through the channel to the ultimate consumer. (See page(s) See page 409 in your textbook.)
direct channel	A marketing channel where a producer and ultimate consumer deal directly with each other. (See page(s) See page 401 in your textbook.)
direct marketing channels	Allow consumers to buy products by interacting with various advertising media without a face-to-face meeting with a salesperson. (See page(s) See page 403 in your textbook.)
disintermediation	Channel conflict that arises when a channel member bypasses another member and sells or buys products direct. (See page(s) See page 413 in your textbook.)
dual distribution	An arrangement by which a firm reaches buyers by employing two or more different types of channels for the same basic product. (See page(s) See page 404 in your textbook.)
electronic marketing channels	Employ the Internet to make goods and services available for consumption or use by consumers or business buyers. (See page(s) See page 402 in your textbook.)
exclusive distribution	Only one retail outlet in a specific geographical area carries the firm's products. (See page(s) See page 410 in your textbook.)
franchising	Contractual arrangement between a parent company (a franchisor) and an individual or firm (a franchisee) that allows the franchise to operate a certain type of business under an established name and according to specific rules. (See page(s) See page 408 in your textbook.)
indirect channel	A marketing channel where intermediaries are inserted between the producer and consumers and perform numerous channel functions. (See page(s) See page 401 in your textbook.)
industrial distributor	Performs a variety of marketing channel functions, including selling, stocking, delivering a full product assortment, and financing. (See page(s) See page 402 in your textbook.)
intensive distribution	A firm tries to place its products or services in as many outlets as possible. (See page(s) See page 410 in your textbook.)
manufacturer's agents	Work for several producers and carry noncompetitive, complementary merchandise in an exclusive territory; also called manufacturer's representatives. (See page(s) See page 406 in your textbook.)
marketing channel	Individuals and firms involved in the process of making a product or service available for use or consumption by consumers or industrial users. (See page(s) See page 398 in your textbook.)
merchant wholesalers	Independently owned firms that take title to the merchandise they handle. (See page(s) See page 405 in your textbook.)
selective distribution	A firm selects a few retail outlets in a specific geographical area to carry its products. (See page(s) See page 411 in your textbook.)
selling agent	Represents a single producer and is responsible for the entire marketing function of that producer. (See page(s) See page 406 in your textbook.)
strategic channel alliances	A practice whereby one firm's marketing channel is used to sell another firm's products. (See page(s) See page 404 in your textbook.)
vertical marketing systems	Professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact. (See page(s) See page 407 in your textbook.)