Marketing Chapter 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.

​_______________________ is an example of horizontal channel conflict.

A Subaru dealer complaining that another Subaru 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

What are the four steps to designing marketing​ channels, in the correct​ order?

Analyzing consumer​ needs, setting channel​ objectives, identifying major channel​ alternatives, and evaluating the alternatives.

Which of the following statements regarding marketing logistics is NOT​ TRUE?

Companies are placing less emphasis on logistics and more on constraining costs

In which of the following is vertical​ conflict, conflict between different levels of the same​ channel, common?

Franchise organizations

The​ ____________ concept recognizes that improved logistics requires teamwork in the form of close working relationships across functional areas inside the company and across various organizations in the supply chain.

Integrated supply chain management

Producers of a strong brand sometimes sell it to dealers only if the dealers will take some or all of the rest of its line. This is known as​ full-line forcing. Which of the following statements is true regarding​ full-line forcing?

It may or may not be legal.

​______________ begins with analyzing consumer needs and setting channel objectives.

Marketing channel design

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.

The four major functions of marketing logistics are​ __________________________.

Warehousing, inventory​ management, transportation, and logistics information management

What are the four major functions of​ logistics?

Warehousing, inventory​ management, transportation, and logistics information management

Distribution channels are complex​ ______________ in which people and companies interact to accomplish​ individual, company, and channel goals.

behavioral systems

Which of the following describes layers of intermediaries performing some of the work to bring the product and its ownership closer to the final​ buyer?

channel levels

To help complete​ transactions, channel members perform these​ functions: _____________________.

contact​ work, matching​ work, and negotiations

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

corporate VMS

Channels often involve​ long-term commitments, and companies have many alternatives. Each alternative should be evaluated against three general criteria. What are​ these?

economic, control, and adaptability

Companies such as Breitling watches and Pandora charm bracelets use which of the following types of distribution​ strategy?

exclusive

Companies today see channel members as​ ______________ and practice strong partner relationship management.

first-line partners

When selecting​ intermediaries, the company should evaluate each channel​ member's years in​ business, other lines​ carried, location,​ _______________________.

growth and profit​ record, cooperativeness, and reputation

In determining the number of channel​ intermediaries, there are three strategies available. These are​ _________________.

intensive, exclusive, and selective distribution

In managing its​ channels, a company must convince suppliers and distributors that they can succeed better by working together as​ _______________.

part of a cohesive value delivery system

Most companies see their intermediaries as​ first-line customers and partners. They practice strong​ _____________________ management to forge​ long-term partnerships with channel members.

partner relationship

Most companies today see their intermediaries as​ first-line customers and focus on​ ________ to forge​ long-term relationships with channel members.

partner relationship management

​_____________________ software systems enable companies to coordinate their​ whole-channel marketing efforts.

partner relationship management

Other functions of marketing channel members include helping to fulfill the completed transactions by offering​ ____________________________.

physical​ distribution, financing, and risk taking

When setting marketing channel​ objectives, companies should state the objective 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

Most producers use intermediaries by forging a marketing channel​ (or distribution​ channel) to bring products and services to the consumer or business user. They do this because of​ _________, specialization, and scale of operation.

the​ intermediaries' contacts and experience

The second step of channel design is the identification of the major channel alternatives in terms of the​ _________________.

types of​ intermediaries, number of​ intermediaries, and the channel responsibilities of each member

Of the​ following, which most closely describes the method by which companies engage and create benefits for their​ customers?

value delivery network

A(n) _____ consists of​ producers, wholesalers, and retailers acting as a unified system.

vertical marketing system

When designing marketing​ channels, companies must determine the number of channel members to use at each level. The three strategies that are available to do this are​ ________ distribution.

​intensive, selective, and exclusive

​____________________ addresses not only outbound​ logistics, but also inbound logistics and reverse logistics.

marketing logistics

To ensure channel​ success, all channel firms should understand and accept their​ roles, _________________.

coordinate their goals and activities and cooperate to attain overall channel goals

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

​________________________ is the first step in marketing channel design.

Analyzing consumer needs

Marketing channels perform many key functions. Which of the following is NOT one of those key​ functions?

manufacturing

Many vital and key functions are performed by marketing channels. Of the​ following, which is NOT one of those key​ functions?

manufacturing and assembly

Intermediaries are used by most producers to bring products to market. These intermediaries are known as​ _________________________.

marketing channels

When evaluating channel member​ performance, companies use standards such as​ _______, ______,​ _____, treatment of damaged and lost​ goods, cooperation in company promotion and training​ programs, and services to the customer.

sales​ quotas, average inventory​ levels, customer delivery time

Which of the following indicates the length of a​ channel?

The number of intermediary levels in the channel

Which of the following statements is TRUE regarding the selection of qualified channel​ members?

Producers vary in their ability to attract qualified marketing intermediaries.