Chapter 12: Marketing Channel

How is customer service related to logistics management? A. A firm must drive down logistics costs as long as it can still satisfy customer requirements. B. Meeting customer needs is the sole responsibility of the manufacturer. C. Every channel member should have input in product design if it affects the way a product is used by the ultimate consumer. D. Customers should dictate how, when, and where products are distributed regardless of cost to the manufacturer or its intermediaries. E. The responsibility to satisfy customers' needs applies equally to all members of a supply chain.

A. A firm must drive down logistics costs as long as it can still satisfy customer requirements.

In a strategy known as ________, GE sells its large appliances directly to home and apartment builders, but uses retail stores, including Lowe's home centers, to sell to consumers. A. Dual Distribution B. Multichannel Distribution C. Parallel Channel D. A strategic channel alliance E. Multibrand Distribution

A. Dual Distribution

Most of Lands' End's revenues come through catalog and Internet sales, but it also operates several retail stores and factory outlets. This makes Lands' End an example of a(n) __________ marketer. A. Multichannel B. Wholesale C. Industrial Channel D. Dual Distribution Channel E. Executive Channel

A. Multichannel

When choosing a marketing channel and intermediaries, marketing executives typically consider, among other things, which will A. provide the best coverage of the target market. B. be easiest to control. C. identify pricing strategies. D. be most concerned about avoiding channel conflict. E. be most concerned with avoiding cannibalization.

A. provide the best coverage of the target market.

Which of the following is considered a part of total logistics cost, like transportation and order processing? A. communication between buyer and seller B. inventory C. problem resolution D. order cycle time E. product promotion

B. Inventory

A channel intermediary in the consumer market that sells to other intermediaries, usually retailers, is called a(n) A. Facilitator B. Wholesaler C. Broker D. Distributor E. Agent

B. Wholesaler

The three major types of vertical marketing systems are corporate, contractual, and A. Cooperative B. Integrative C. Administered D. Delegated E. Categorial

C. Administered

An important feature of supply chain management is its application of sophisticated information technology that allows companies to A. share supply chains that use slower modes of transportation but faster order processing. B. share supply chains that use the least expensive mode of transportation possible. C. share and operate systems for order processing, transportation scheduling, and inventory and facility management. D. manage supply chains using small, dispersed inventory warehouses. E. achieve economies of scale by having all inventory stored and sorted at a central location.

C. share and operate systems for order processing, transportation scheduling, and inventory and facility management.

Which of the following statements regarding Internet marketing channels is most accurate? A. Internet marketing channels perform facilitating functions at only a slightly higher cost than traditional marketing channels. B. Internet marketing channels do not look a lot like common marketing channels because there is no need for warehousing products. C. Internet intermediaries can perform all logistical functions effectively. D. A unique feature of these channels is that they combine electronic and traditional intermediaries to create time, place, form, and possession utility for buyers. E. Internet marketing channels use combinations of mail and telephone to conduct business with ultimate consumers.

D. A unique feature of these channels is that they combine electronic and traditional intermediaries to create time, place, form, and possession utility for buyers.

The ability of a logistics system to satisfy users in terms of time, dependability, communications, and convenience is referred to as A. stockout. B. distribution management. C. order processing. D. customer service. E. total logistics management.

D. Customer Service

Tiffany & Co., the exclusive jewelry retailer, uses ________ when it manufactures about half of the fine jewelry items for sale through its more than 250 specialty stores and boutiques worldwide. A. Dual Distribution B. Forward Integration C. Production Integration D. Horizontal Integration E. Backward Integration

E. Backward Integration

A firm can become a channel captain because it is typically the channel member with the ability to influence the behavior of other members. Which of the following is the most likely source of that influence? A. social interactions with the community at large B. familial ties to other channel members C. Longevity in the industry D. geographic proximity to the manufacturing plant E. economic power

E. economic power

Adding a wholesaler to the marketing channel for consumer products is most common for A. low-cost, high-unit value items. B. high-cost, low-unit value items. C. high-cost, high-unit value items. D. any item regardless of cost as long as there is sufficient product variety. E. low-cost, low-unit value items.

E. low-cost, low-unit value items.

A Marketing Channel: A. Is the medium that explains the benefits of a product to consumers. B. is the link between all suppliers providing raw materials to the manufacturer in order to create the final product. C. is the specific form of transportation used to get the product from the manufacturer to the ultimate consumer. D. is the form of message that will be most persuasive to customers. E. makes possible the flow of products and services from a producer, through intermediaries, to a buyer.

E. makes possible the flow of products and services from a producer, through intermediaries, to a buyer.