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
large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this represent?
Administered VMS
in which of the following situations is a producer guaranteed full control over product sales
a direct marketing channel
what is the most common type of a contractual VMS
a franchise
a ___ is a layer of intermediaries that performs some work in bringing that product and its ownership closer to find the final buyer
channel level
Sherwin-Williams sells its paint and other branded products exclusively through company-owned retail stores. Sherwin-Williams has established a(n) _________.
corporate VMS
owning the entire distribution chain - from its own design and manufacturing operations to distribution through its own managed stores - has turned French sunglasses chain Air Optics into the world's fastest-growing glasses retailer. This is an example of a ____ marketing system
corporate vertical
For over 10 years, Choppy, a publishing and educational company that produces college textbooks has been selling its books online through of campus bookstores. Recently, Erudite stopped selling its books through retail stores and set up its own Web site to sell its books. This change in channel organization is called _____.
disintermediation
Online marketers taking business from traditional brick-and-mortar retailers is an example of _____.
disintermediation
changes in technology and the explosive growth of direct and online marketing are having a profound impact on the nature and design of marketing channels. One major trend is toward ___ insofar as product or service producers cut out intermediaries and go directly to final buyers or when radically new types of channel intermediaries displace traditional ones
disintermediation
Bateman Gray Motors sells the cars it produces using dedicated dealers who only sell Bateman Gray's products at their outlets. What kind of marketing strategy has Bateman Gray adopted with its car dealers?
exclusive marketing
a channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity is referred to as a
horizontal marketing system
producers of convenience products typically use ____ distribution
intensive
which of the following is true of an intensive distribution strategy
it strives to make products available where and when customers want them
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 the consumers
Maddie's sneakers, a manufacturer of fine sneakers, sells its products through its online website, a catalogue, and specialty boutiques that target women. Which kind of channel arrangement does Maddie's sneakers employ to distribute its products?
multichannel distribution system
when setting channel objectives, companies should state the objectives in terms of ____
targeted levels of customer service
a firm that uses direct marketing would most likely sell its products through
the company website
the length of a channel is indicated by
the number of intermediary levels
a ____ 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
a _____ consists of producers, wholesalers, and retailers acting as a unified system. the system can be dominated by any one of the interdependent members
vertical marketing system
