Marketing Exam #3 - 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.
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. Which of the following statements is true regarding full-line forcing?
It may or may not be legal.
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.
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 technology could one day make the entire supply chain intelligent and automated?
Radio frequency identification
_______ 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.
Under which type of system does the customer share real-time data on sales and current inventory levels with the supplier, and the supplier then takes full responsibility for managing inventories and deliveries?
Vendor-managed inventory
What are the four major functions of logistics?
Warehousing, inventory management, transportation, logistics information management
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 one 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
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 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
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
