BUSML 3150 Chapter 10

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

A Ford dealer complaining that another Ford dealer is advertising in its territory

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

Administered vertical marketing system​ (VMS)

What are the four steps to designing marketing​ channels, in the correct​ order?

Analyzing consumer​ needs, setting channel​ objectives, identifying major channel​ alternatives, and evaluating the alternatives

Which of the following statements is correct regarding supply chains and the value delivery​ network?

A​ company's channel decisions directly impact all other marketing decisions.

Distribution channels are complex​ ___________ in which people and companies interact to accomplish​ individual, company, and channel goals.

Behavioral systems

Which of the following statements is true regarding channel​ organization?

Channel members are dependent on each other for the overall success of the channel.

When selecting​ intermediaries, which is NOT one of the main criteria companies should​ evaluate?

Company size

​A(n) ________ consists of independent firms at different levels of production and distribution that join together through contracts to obtain more economies or sales impact than each could achieve alone.

Contractual VMS

The​ __________ concept recognizes that improved logistics requires teamwork in the form of close working relationships across functional areas inside the company and across various organizations in the supply chain.

Integrated supply chain management

Which of the following statements regarding marketing logistics is​ true?

Logistics should provide a targeted level of customer service at the least cost.

Marketing channels perform many key functions. Which of the following is NOT one of those key​ functions?

Manufacturing

​___________ begins with analyzing consumer needs and setting channel objectives.

Marketing channel design

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.

​____________ addresses not only outbound​ logistics, but also inbound logistics and reverse logistics.

Marketing logistics

Which statement is true about international distribution​ channels?

Much of the retailing in other countries is done by​ small, independent retailers.

In managing its​ channels, a company must convince suppliers and distributors that they can succeed better by working together as​ ____________.

Part of a cohesive value delivery system

Most companies today see their intermediaries as​ first-line customers and focus on​ ________ to forge​ long-term relationships with channel members.

Partner relationship management

Other functions of marketing channel members include helping to fulfill the completed transactions by offering​ _____________.

Physical​ distribution, financing, and risk taking

Which of the following statements is true regarding the selection of qualified channel​ members?

Producers vary in their ability to attract qualified marketing intermediaries.

In terms of multimodal​ transportation, the term piggyback refers to the use of which types of​ transportation?

Rail and trucks

When evaluating channel member​ performance, companies use standards such as​ ________, treatment of damaged and lost​ goods, cooperation in company promotion and training​ programs, and services to the customer.

Sales​ quotas, average inventory​ levels, customer delivery time

Most producers use intermediaries by forging a marketing channel​ (or distribution​ channel) to bring products and services to the consumer or business user. They do this because of​ _________, specialization, and scale of operation.

The​ intermediaries' contacts and experience

A direct marketing channel has​ ________ intermediary​ level(s).

Zero

Channels often involve​ long-term commitments, and companies have many alternatives. Each alternative should be evaluated against three general criteria. What are​ these?

​Economic, control, and adaptability

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 called​ ________.

​Full-line forcing

What is a vertical marketing system​ (VMS)?

A channel arrangement in which​ producers, wholesalers, and retailers act as a unified system

When designing marketing​ channels, companies must determine the number of channel members to use at each level. The three strategies that are available to do this are​ ________ distribution.

​Intensive, exclusive, and selective

What are the four major functions of​ logistics?

​Warehousing, inventory​ management, transportation, and logistics information management

The four major functions of marketing logistics are​ ____________.

​Warehousing, inventory​ management, transportation, and logistics information management