BUS 312 CH 12
Which of the following is an example of horizontal channel conflict?
A ford dealer complaining that another Ford dealer is advertising in its territory
Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this represent?
Administered VMS (based on size/ power of a channel member)
Distribution channels are more than simple collections of firms tied together by various flows. Which of the following statements is NOT a characteristic of distribution channels?
Channel systems stand still, restricting formation of new intermediary systems
The franchise organization is the most common type of __________ VMS (vertical marketing system).
Contractual
Historically, __________ have lacked leadership and power, often resulting in damaging conflict and poor performance.
Conventional distribution channels
Sherwin-Williams sells its paint and other branded products exclusively through company-owned retail stores. Sherwin-Williams has established a(n) ________.
Corporate VMS (from owning retail stores)
A(n) __________ has no intermediary levels.
Direct marketing channel
The length of a channel is indicated by the number of ________.
Intermediary levels
Which of the following describes a just-in-time logistics system?
Just-in-time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations
From the producer's point of view, a greater number of levels of marketing channel means __________.
Less control and greater channel complexity
Which of the following is a reason that producers use marketing channels and channel intermediaries?
Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers.
One key function performed by channel members is ________, shaping offers to meet the buyer's needs, including activities such as manufacturing, grading, assembling, and packaging
Matching
When a single firm sets up two or more marketing channels to reach one or more customer segments, it is using a(n) ________.
Multichannel distribution system
Companies today see channel members as first-line customers and practice strong ________.
Partner relationship management
In making products and services available to consumers, channel members add value. Key functions performed by the marketing channels include all of the following except __________.
Pricing
________ involves reusing, recycling, refurbishing, or disposing of broken, unwanted, or excess products returned by consumers or resellers.
Reverse logistics
Which channel partners in a company's supply chain are upstream from a manufacturer or producer?
Suppliers
What is the first step in marketing channel design?
analyzing consumer needs
Channel members' performance should be evaluated against standards which include all of the following except __________.
channel management
Channel members should be selected on the basis of all of the following attributes except __________.
competitiveness
Producers of ________ typically use intensive distribution for their products.
convenience goods
________ is a strategy in which the seller requires that dealers not handle competitors' products.
exclusive dealing
________ is a practice whereby a producer agrees to sell a brand to a dealer only if the dealer agrees to sell some or all of the rest of its line.
full-line forcing
The concept of __________ recognizes that providing better customer service and trimming distribution costs require teamwork.
integrated logistics management
Companies today are placing greater emphasis on logistics for several reasons, which include all of the following except __________.
limited product variety has created problems for logistics management
Companies now use ________ and supply chain management software to help recruit, train, organize, manage, motivate, and evaluate relationships with channel partners.
partner relationship management
When setting channel objectives, companies should state the objectives in terms of ________.
targeted levels of customer service
When the company has defined its channel objectives, it should next identify its major channel alternatives in terms of the types of intermediaries, the number of intermediaries, and ________.
the responsibilities of channel members
Using ________, the customer shares real-time data on sales and current inventory levels with the supplier. The supplier then takes full responsibility for managing inventories and deliveries.
vendor-managed inventory
What are the four major functions of logistics?
Warehousing, inventory management, transportation, and logistics information management