Marketing Ch 12 e3

supply chain

"make and sell" firms raw materials, productive inputs and factory capacity

Demand Chain

"sense and respond" planning starts with the needs of the target customer

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?

An administered VMS

What is the first step in marketing channel​ design?

Analyzing consumer needs

Distribution channels are more than simple collections of firms tied together by various flows. Which of the following statements is NOT a characteristic of distribution​ channels?

Channel systems stand​ still, restricting formation of new intermediary systems.

​________ is a strategy in which the seller requires that dealers not handle​ competitors' products.

Exclusive dealing

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.

​________ involves​ reusing, recycling,​ refurbishing, or disposing of​ broken, unwanted, or excess products returned by consumers or resellers.

Reverse logistics

Which channel partners in a​ company's supply chain are upstream from a manufacturer or​ producer?

Suppliers

Horizontal Marketing System

channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity

Channel​ members' performance should be evaluated against standards which include all of the following EXCEPT​ __________.

channel management

Value Delivery Network

company, suppliers, customers who partner to improve the performance of the entire system

Channel members should be selected on the basis of all of the following attributes EXCEPT​ __________.

competitiveness

The franchise organization is the most common type of​ __________ VMS​ (vertical marketing​ system).

contractual

franchise organization

contractual vertical marketing system in which a channel member, called a franchisor, link several stages in the production-distribution process.

Producers of​ ________ typically use intensive distribution for their products.

convenience goods

​Historically, __________ have lacked leadership and​ power, often resulting in damaging conflict and poor performance.

conventional distribution channels

​Sherwin-Williams sells its paint and other branded products exclusively through​ company-owned retail stores.​ Sherwin-Williams has established​ a(n) ________.

corporate VMS

Disintermediation

cutting out of marketing channel intermediaries by producers or the displacement of traditional resellers by new intermediaries

​A(n) __________ has no intermediary levels.

direct marketing channel

Upstream Partners

firms that supply raw materials, parts, finances etc to create a product or service

The concept of​ __________ recognizes that providing better customer service and trimming distribution costs require teamwork.

integrated logistics management

Marketing Channel

interdependent organizations that help make a product available for use

The length of a channel is indicated by the number of​ ________.

intermediary levels

channel level

layer of intermediaries that performs some work in bringing the product and its ownership closer to final buyer

From the​ producer's point of​ view, a greater number of levels of marketing channel means​ __________.

less control and greater channel complexity

Companies today are placing greater emphasis on logistics for several​ reasons, which include all of the following EXCEPT​ __________.

limited product variety has created problems for logistics management

supply chain management

managing upstream and downstream value added flows of materials, final goods, and info among suppliers, companies, final consumers

One key function performed by channel members is​ ________, shaping offers to meet the​ buyer's needs, including activities such as​ manufacturing, grading,​ assembling, and packaging.

matching

When a single firm sets up two or more marketing channels to reach one or more customer​ segments, it is using​ a(n) ________.

multichannel distribution system

Direct Marketing Channel

no intermediary levels

conventional distribution systems

one or more independent producers, each seeking to max its own profits (even at the expense of profits for the system)

indirect marketing channel

one or more intermediary levels

Companies now use​ ________ and supply chain management software to help​ recruit, 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

In making products and services available to​ consumers, channel members add value. Key functions performed by the marketing channels include all of the following EXCEPT​ __________.

pricing

Exclusive territorial agreements

producer or seller limit territory

Vertical Marketing Systems (VMAs)

provide channel leadership and consists of producers, wholesalers, and retailers acting unified

Multichannel distribution systems

single firm sets up two or more marketing channels to each one or more customer segments

When setting channel​ objectives, companies should state the objectives in terms of​ ________.

targeted levels of customer service

tying agreements

the dealer must take most or all of the line

Downstream partners

the marketing channels or distribution channels that look toward the customer, including retailers or wholesalers

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

exclusive dealing

the seller requires that the exclusive distribution sellers not handle competitors products

major logistics functions

warehousing, transportation, inventory mgt, logistics info mgt

exclusive distribution

when producer gives only a limited number of dealers the exclusive right to distribute its products in their territories

​________ 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

Which of the following 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.

What are the four major functions of​ logistics?

​Warehousing, inventory​ management, transportation, and 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