Chapter 12

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

A Ford dealer complaining that another Ford dealer is advertising in their territory.

What does the process of designing marketing channels start​ with?

Analyzing consumer needs

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 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 channel behavior and design is​ correct?

The success of individual channel members depends on the overall​ channel's success.

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 logistics costs in​ China, the majority of companies can only access

affluent areas of major cities.

​Just-in-time logistics systems allow producers and retailers to

carry small inventories to last for only a few days of operations.

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

Channel alternatives should be evaluated against​ _____, ______, and _______ criteria.

economic control adaptability

Some sellers require that dealers not handle​ competitor's products. This strategy is called​ __________.

exclusive dealing

​__________ 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

Channel members create ______than manufacturers could achieve on their own.

greater efficiencies

​Cross-functional teamwork within the​ company, building logistics​ partnerships, and third party logistics are all important elements of​ __________.

integrated logistics management

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

The goal of marketing logistics should be to

provide a targeted level of customer service at the least cost

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 customer service

The length of a channel is determined by​ __________.

the number of intermediary levels

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 quotepartnerclose double quote with one another to improve the performance of the entire system make up the​ __________.

value-delivery network

What are the four major functions of​ logistics?

warehousing inventory mangement transportation logistics information management

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