Business Marketing Chapter 12

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 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

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

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

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