Business Marketing Chapter 12
What does the process of designing marketing channels start with?
analyzing consumers needs
Some sellers require that dealers not handle competitor's products. This strategy is called __________.
exclusive dealing
Cross-functional teamwork within the company, building logistics partnerships, and third party logistics are all important elements of __________.
integrated logistics management
CVS pharmacy stores have recently stopped selling cigarettes. For cigarette manufacturers, this highlights the challenge of __________ channel members.
selecting
Firms producing consumer electronics, furniture, and home appliance brands typically distribute their products __________.
selectively
When setting channel objectives, companies should state the objectives in terms of __________.
targeted levels of consumer service
The length of a channel is determined by __________.
the number of intermediary levels
Which of the following is an example of horizontal channel conflict?
A Ford dealer complaining that another Ford dealer is advertising in their territory.
Which of the following statements regarding a just-in-time logistics system is correct?
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 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.
Which of the following statements regarding marketing logistics is correct?
The goal of marketing logistics should be to provide a targeted level of customer service at the least cost.
Which of the following statements regarding marketing channel behavior and design is correct?
The success of individual channel members depends on the overall channels success
What are the four major functions of logistics?
Warehousing, inventory management, transportation, and logistic information management <b>
Which of the following statements regarding marketing channel design is correct?
Channel alternatives should be evaluated against, economic, control, and adaptability criteria
Which of the following statements is correct regarding the functions channel members perform?
Channel members create greater efficiencies than manufacturers could achieve on their own.
In 2001, Apple opened its first Apple stores in the United States. These stores were owned and operated by Apple. This is an example of which type of vertical marketing system (VMS)?
Corporate
Which of the following statements regarding international distribution channels is correct?
Due to logistic costs in China, the majority of companies can only access affluent areas of major cities
Walmart has a lot of power and exerts strong influence on the suppliers they buy from. This channel power is an example of a(n) __________ vertical marketing system (VMS).
administered
Due to changes in technology, a recent trend is for product or service producers to cut out intermediaries and go directly to final buyers. This is one form of __________.
disintermediation
__________ 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.
full-line forcing
One key function of channel members is __________, which involves shaping offers to meet the buyer's needs, including activities such as manufacturing, grading, assembling, and packaging.
matching
Companies now use __________ and supply chain management software to help recruit, train, organize, manage, motivate, and evaluate channel partners.
partner relationship management
After 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
The company, suppliers, distributors, and customers who open double quote "partner" with one another to improve the performance of the entire system make up the _______
value delivery network
Using __________, the customer shares real-time data on sales and current inventory levels with the supplier. The supplier then takes full responsibility for managing inventories and deliveries.
vendor managed inventory