Marketing 252 Chapter 10

Conventional Distribution Channel

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

Vendor-Managed Inventory

18. 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?

Adaptability Criteria

2. 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?

Franchise

6. What is the most common type of a contractual VMS?

Value Delivery Network

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.

Channel Level

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

Partner Relationship Management

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

Partner Relationship Management

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

It may or may not be legal

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?

Administered VMS

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

Matching

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.

Disintermediation

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

Intensive

Producers of convenience products typically use ______ distribution.

Corporate VMS

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

The number of intermediary levels

The length of a channel is indicated by ______

Warehousing, inventory management, transportation, logistics information management

What are the four major functions of logistics?

Analyzing Customer Needs

What is the first step in marketing channel design?

Targeted levels of customer service

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

The Responsibilities of Channel Members

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 __________________.

Suppliers

Which channel partners in a company's supply chain are upstream from a manufacturer or producer?

Just-in-time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations.

Which of the following describes a just-in-time logistics system?

• Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers.

Which of the following is a reason that producers use marketing channels and channel intermediaries?

• A ford dealer complaining that another ford dealer is advertising in its territory.

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

Ratio Frequency Identification

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

Reverse Logistics

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