ch 10

Which of the following is an example of horizontal channel conflict?

A Ford dealer complaining that another Ford dealer is advertising in its territory.

What is the most common type of a contractual VMS?

A franchise

Channels often involve long-term commitments and companies have many alternatives. What type of criteria should be used if the company wants to keep the channel flexible so that it can respond to environmental changes?

Adaptability criteria

A(n)_______ is a layer of intermediaries that performs some work in bringing the product and its ownership closer to find the final buyer.

Channel level

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.

What are the four major functions of logistics?

Warehousing, inventory management, transportation, logistics information management

Sherwin-Williams sells its paint and other branded products exclusively through company-owned retail stores. Sherwin-Williams has established a(n) _________.

corporate VMS

Companies today see channel members as first-line customers and practice strong ________.

partner relationship management

When setting channel objectives, companies should state the objectives in terms of ______.

targeted levels of customer service

Under which type of system does the customer share real-time data on sales and current inventory levels with the supplier, and the supplier then takes full responsibility for managing inventories and deliveries?

vendor-managed inventory

Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this represent?

Administered VMS

What is the first step in marketing channel design?

Analyzing consumer needs.

Online marketers taking business from traditional brick-and-mortar retailers is an example of _____.

Disintermediation

Producers of convenience products typically use ______ distribution.

Intensive

Full-line forcing 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. Which of the following statements is true regarding full-line forcing?

It may or may not be legal.

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.

One key function performed by channel members is ___________, or shaping offers to meet the buyer's needs, including activities such as manufacturing, grading, assembling, and packaging.

Matching

Which technology could one day make the entire supply chain intelligent and automated?

Radio frequency identification

_______ 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.

A(n) _____ is made up of one or more independent producers, wholesalers, retailers, and consumers.

conventional distribution channel

Companies now use ________ and supply chain management software to help recruit, train, organize, manage, motivate, and evaluate relationships with channel partners.

partner relationship management

The length of a channel is indicated by ___________.

the number of intermediary levels

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

A(n) _______ is made up of the company, suppliers, distributors, and, ultimately, customers who "partner" with each other to improve the performance of the entire system.

value delivery network