市场营销第十二章中英双语知识点总结.docx

SY第十二章临时抵押Value delivery network价值传递网络A network composed of the company, suppliers, distributors, and, ultimately, customers who partner with each other to improve the performance of the entire system in delivering customer value.由公司组成的网络。供应商、分销商，以及最终相互合作的客户，以提高整个系统在交付客 户价值方面的性能。Marketing channel (or distribution channel)营销渠道(或分销渠道)A set of interdependent organizations that help make a product or service available for use or consumption by the consumer or business user.一组相互依靠的组织，关心使产品或服务可供消费者或业务用户使用或消费。Channel level信道级A layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer.使产品及其全部权更接近最终购买者的中介层。Direct marketing channel直销渠道A marketing channel that has no intermediary levels.没有中间层的营销渠道。Indirect marketing channel间接营销渠道A marketing channel containing one or more intermediary levels.包含一个或多个中间层的营销渠道。Channel conflict渠道冲突Disagreements among marketing channel members on goals, roles, and rewards-who should do what and for What rewards.营销渠道成员在目标、角色和嘉奖上的分歧一一谁应当做什么以及为什么嘉奖。Conventional distribution channel传统分销渠道A channel consisting of one or more independent producers, wholesalers and retailers, each a separate business seeking to maximize its own profits perhaps even at the expense of profits for the system as a whole.一种由一个或多个独立的生产商、批发商和零售商组成的渠道，每个独立企业寻求自身利润 最大化，甚至可能以牺牲整个系统的利润为代价。Vertical marketing system(VMS)垂直营销系统A channel structure in which producers wholesalers, and retailers act as a unified system. One channel member owns the others, has contracts with them,or has so much power that they all cooperate.生产商批发商和零售商作为一个统一系统的渠道结构。一个渠道成员拥有其他渠道成员，与 他们签订合同，或者拥有如此多的权力，以至于他们都合作。Corporate VMS垂直营销系统A vertical marketing system that combines successive stages of production and distribution under single ownership-channel leadership is established through common ownership.在单一全部制-渠道领导下，通过共同全部制，建立了一个将连续生产阶段和分销阶段相结 合的垂直营销体系。Contractual VMS合同虚拟机A vertical marketing system in which independent firms at different levels of production and distribution join together through contracts.一种垂直营销系统，其中不同生产和销售水平的独立公司联合在一起通过合同。Franchise organization特约经营系统A contractual vertical marketing system in which a channel member; called a franchisor, links several stages in the production-distribution process.一种契约式垂直营销系统，其中被称为特许人的渠道成员将生产-销售过程中的几个阶段联 系起来。Administered VMS管理垂直营销系统A vertical marketing system that coordinates successive stages of production and distribution through the size and power of one of the parties.一种纵向营销系统，通过某一方的规模和权力来协调生产和分销的连续阶段。Horizontal marketing system横向营销体系A channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity.一种渠道支配，其中两个或两个以上的公司在一个层次上联合起来跟随新的营销机会。Multichannel distribution system多通道安排系统A distribution system in which a single firm sets up two or more marketing channels to reach one or more customer segments.一种分销系统，其中单个公司建立两个或多个营销渠道来达到一个或多个客户细分。Disintermediation去中介The cutting out of marketing channel intermediaries by product or service producers or the displacement of traditional resellers by radical new types of intermediaries.产品或服务生产者切断营销渠道中介，或由新型中介取代传统经销商。Marketing channel design营销渠道设计Designing effective marketing channels by analyzing customer needs, setting channel objectives, identifying major channel alternatives, and evaluating those alternatives.通过分析客户需求，制定渠道目标，确定主要渠道选择，并评估这些选择，设计有效的营销 渠道。Intensive distribution密集分布Stocking the product in as many outlets as possible.在尽可能多的店里储存产品。Exclusive distribution排他分布Giving a limited number of dealers the exclusive right to distribute the company's products in their territories.给予有限数量的经销商在其领土内销售公司产品的专有权利。Selective distribution选择性分布The use of more than one but fewer than all of the intermediaries who are willing to carry the company's products.使用多于一个但少于全部情愿携带公司产品的中介机构。Marketing channel management营销渠道管理Selecting, managing, and motivating individual channel members and evaluating their performance over time.选择、管理和激励各个渠道成员，并评估他们的绩效。Marketing logistics (or physical distribution)Planning, implementing, and controlling the physical flow of materials, final goods, and related information from points of origin to points of consumption to meet customer requirements at a profit.营销物流（或物流）方案、实施和掌握材料、最终产品和相关信息从起点到消费点的物流, 以满意客户要求并获得利润。Supply chain management供应链管理Managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers.管理供应商、公司、分销商和最终消费者之间的物料、最终产品和相关信息的上游和下游增 值流。Distribution center配送中心A large, highly automated warehouse designed to receive goods from various plants and suppliers, take orders, fill them efficiently, and deliver goods to customers as quickly as possible.一个大型、高度自动化的仓库，设计用来接收来自各个工厂和供应商的货物，接受订单，高 效地填写订单，并尽快地将货物交付给客户。Inter-modal transportation联运联运Combining two or more modes of transportation.结合两种或多种运输方式。Integrated logistics management综合物流管理The logistics concept that emphasizes teamwork-both inside the company and among all the marketing channel organizations -to maximize the performance of the entire distribution system.强调公司内部和全部营销渠道组织之间的团队合作以最大化整个分销系统的绩效的物流概Third-party logistics(3PL) provider第三方物流供应商An independent logistics provider that performs any or all of the functions required to get a client's product to market.独立物流供应商，执行使客户的产品进入市场所需的任何或全部功能。