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
What is the most common type of a contractual VMS
A franchise
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
Adaptability criteria
Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this represent
Administered VMS
What is the first step in marketing channel design
Analyzing consumer needs
A(n) ______ is a layer of intermediaries that performs some work in bringing the product and its ownership closer to find the final buyer
Channel level
A(n) ______ is made up of non or more independent producers, wholesalers, retailers, and consumers
Conventional distribution channel
Sherwin-Williams sells its paint and other branded products exclusively through company owned retail stores. Sherwin-Williams has established a(n)
Corporate VMS
Online marketers taking business from traditional brick-and-mortar retailers is an example of
Disintermediation
Producers of convenience products typically use _______ distribution
Intensive
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. What is true about full-line forcing
It may or may not be legal
What describes a just-in-time logistics system
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
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
Matching
Companies now use ____ and supply chain management software to help receipt, 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
Partner relationship management
Which technology could one day make the entire supply chain intelligent and automated
Radio frequency identification
_________ involved reusing, recycling, refurbishing, or disposing of broken, unwanted, or excess products retuned by consumers or resellers
Reverse logistics
Which channel partners in a company's supply chain are upstream from a manufacturer or producer
Suppliers
When setting channel objectives, companies should state the objectives in terms of
Targeted levels of customer service
The length of a channel is indicated by
The number of intermediary levels
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
The responsibilities of channel members
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
Value delivery network
Under which type of system does the customer share real-time data on sales and current inventory levels with the supplier, and the supplier than takes full responsibility for managing inventories and deliveries
Vendor-managed inventory
What are the 4 major functions of logistics
Warehousing, inventory management, transportation, logistics information management