Marketing Chapter 10

e

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? A. Investment criteria B. Profitability criteria C. Control criteria D. Sales criteria E. Adaptability criteria

c

Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this​ represent? A. ​Manufacturer-sponsored retailer franchise system B. Conventional distribution channel C. Administered VMS D. Contractual VMS E. Corporate VMS

Supply Chain Management (SCM)

Managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers.

a

Many vital and key functions are performed by marketing channels. Of the​ following, which is NOT one of those key​ functions? A. Manufacturing and assembly B. Fulfillment of completed transactions C. Completion of transactions D. Physical distribution E. Distribution of persuasive communications

e

Marketing logistics addresses not only outbound logistics but also inbound logistics and reverse​ logistics, which means it​ ____________________________. A. is the solution for managing costs and customer satisfaction B. focuses on​ just-in-time inventory management C. enables​ producers, manufacturers, and distribution to maximize cost savings D. it is the centerpiece for quicker times to market and enhanced cost reductions E. involves the entire supply chain management

c

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? A. It is always legal. B. It is always illegal. C. It may or may not be legal. D. It is only illegal in Europe. E. It is only legal in New​ York, California, and Texas

what is an intermediary?

The number of intermediary levels indicates the length of a channel.

selective distribution

The use of more than one but fewer than all of the intermediaries that are willing to carry the company's products.

direct- no intermediary levels (Mary Kay, quicken loans, pampered chef) indirect- one of more intermediary levels

What is the difference between direct and indirect channels? Example?

horizontal marketing system ex

a channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity Walmart partnered with McDonalds target partners with CVS

exclusive distribution

giving a limited number of dealers the exclusive right to distribute the company's products in their territories

by bringing the major time, place, and possession gaps that seperate goods and services from those who use them

how do channel members add value?

supply chain

the connected chain of all of the business entities, both internal and external to the company, that perform or support the logistics function

e

​A(n) _____ consists of​ producers, wholesalers, and retailers acting as a unified system. A. conventional distribution channel B. channel level C. distribution center D. administered vertical marketing system E. vertical marketing system

a

​Sherwin-Williams sells its paint and other branded products exclusively through​ company-owned retail stores.​ Sherwin-Williams has established​ a(n) _________. A. corporate VMS B. conventional distribution channel C. vertical marketing system D. contractual VMS E. administered VMS

Vertical Distribution System

A distribution system in which one or more functions normally performed by an intermediary is undertaken by the hospitality organization

a

Of the​ following, which most closely describes the method by which companies engage and create benefits for their​ customers? A. Value delivery network B. Channel level C. Marketing channel D. Supply chain E. Customer relationship management

wholesaler

a marketing intermediary that sells to other organizations

vertical

is vertical or conventional distribution channels preferred?

forecasting information systems purchasing production planning order processing inventory warehousing transportation planning

logistics functions

Radio Frequency Identification (RFID)

uses electronic tags and labels to identify objects wirelessly over short distances or smart tag technology. gives the physical location of a product

truck, rail, water, pipeline, and internet

what are the different transportation models? *

to deliver a targeted level of customer service at the least cost

what is the goal of marketing logistics?

channel of distribution

A set of interdependent organizations that help make a product or service available for use or consumption by the consumer or business use

d

Companies such as Breitling watches and Pandora charm bracelets use which of the following types of distribution​ strategy? A. Franchise B. Intensive C. Selective D. Exclusive E. Direct

d

Companies today see channel members as​ ______________ and practice strong partner relationship management. A. discount pricing B. B2B selling C. trade promotions D. ​first-line partners E. consumer advertising

d

In which of the following is vertical​ conflict, conflict between different levels of the same​ channel, common? A. Wholesalers B. Channel intermediaries C. Supplier channels D. Franchise organizations E. Independent retailers

d

One of the primary advantages of marketing logistics is​ __________________. A. improved customer satisfaction and faster time to market B. being the solution for maximizing costs and customer satisfaction C. cost savings in inventory management D. potentially high cost savings and improved customer satisfaction E. maximizing​ inbound, outbound, and reverse logistics

d

The goal of logistics is to provide a targeted level of service at the least or lowest possible cost. To achieve this​ goal, which of the following are logistical functional​ areas? A. ​Warehousing, inventory​ management, retailing, and logistics information management B. ​Retailing, inventory​ management, transportation, and logistics information management C. Inventory​ management, transportation,​ shipping, and warehousing D. ​Warehousing, inventory​ management, transportation, and logistics information management E. ​Warehousing, inventory​ management, transportation, and retailing

e

When setting marketing channel​ objectives, companies should state the objective in terms of​ ______. A. the length of the channel B. exclusive distribution arrangements C. expected profitability D. ​competitors' objectives E. targeted levels of customer service

c

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​ __________________. A. the profitability of the channel B. whether to use intensive or exclusive distribution C. the responsibilities of channel members D. consumer needs E. economic criteria

c

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? A. Value delivery networks B. Supply chains C. Channel levels D. Networking contacts E. Marketing channels

b

Which of the following indicates the length of a​ channel? A. The number of retailers in the channel B. The number of intermediary levels in the channel C. The number of wholesalers in the channel D. The number of final consumers in the channel E. The number of producers in the channe

a

Which of the following is a reason that producers use marketing channels and channel​ intermediaries? A. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers. B. Marketing channel decisions only require a​ short-term commitment. C. The reduced costs of using channel intermediaries offsets the inefficiencies of marketing channels. D. Using marketing channels allows producers to retain control over how and to whom they sell their products. E. Using channel intermediaries increases the number of contacts with customers.

a

Which of the following recognizes that improved logistics mandates teamwork across the company and the entire supply​ chain? A. Integrated supply chain management B. ​Just-in-time logistics management C. Reverse logistics management D. Logistics information management E. Electronic data exchange

e

Which of the following represents a new trend in logistics to save​ costs, increase​ efficiencies, and gain faster and more effective access to global​ markets? A. Vendor managed inventory B. ​Just-in-time logistics C. Electronic data exchange D. RFID and barcode tracking E. Outsourcing logistics functions

vertical conflict

a channel conflict that occurs between different levels of the same marketing channel, most typically between the manufacturer and wholesaler or between the manufacturer and retailer KFC

conventional distribution channel

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

vertical marketing system

a channel in which members at different levels work together in a unified way to accomplish the work of the channel.

retailer- example?

a channel intermediary that sells mainly to consumers Walmart is largest

value delivery network

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

b

incorrect,Chapter Quiz 10.2.4 Question Help ​_______________________ is an example of horizontal channel conflict. A. A retailer complaining about a​ producer's pricing B. A Subaru dealer complaining that another Subaru dealer is advertising in its territory C. A retailer complaining about receiving damaged goods from a wholesaler D. A consumer complaining to a retailer about the service he received E. A consumer complaining to a producer about the quality of a product

inbound logistics

moving products and materials from suppliers to the factory

outbound logistics

moving products from the factory to resellers and ultimately to customers

horizontal conflict

occurs among firms at the same level of the channel. ford dealership, holiday inn

Marketing logistics (physical distribution) (what are the key areas?)

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

just-in-time logistics (JIT)

producers and retailers carry only small inventories of parts or merchandise, often enough for only a few days of operations

reverse logistics

reusing, recycling, refurbishing, or disposing of broken, unwanted, or excess products returned by consumers or resellers

downstream partners

serve as distribution channels that link the firm and its customers

e

software systems enable companies to coordinate their​ whole-channel marketing efforts. A. Logistics B. Distribution C. Channel management D. Customer relationship management E. Partner relationship management

intensive distribution

stocking the product in as many outlets as possible

upstream partners

supply the raw materials, components, parts, info, finances and expertise needed to create a product or service

Disintermediation, example?

the cutting out of marketing channel intermediaries by product or service producers or the displacement of traditional resellers by radical new types of intermediaries ex) Spotify, amazon, lyft

Logistics

the management of the details of an operation

b

​_______________________ entails managing upstream and downstream​ value-added flows of​ materials, final​ goods, and related information among​ suppliers, the​ company, resellers, and final consumers. A. Distribution networks management B. Supply chain management C. Business distribution management D. Wholesaling E. Reseller networks

e

​________________________ is the first step in marketing channel design. A. Setting channel objectives B. Evaluating major channel alternatives C. Identifying the types of intermediaries to use D. Identifying the number of intermediaries to use E. Analyzing consumer needs