Exam 17: Designing and Managing Integrated Marketing Channels

Total Beverages, a maker of fruit juices and health drinks, recently launched a new brand of packaged drinking water called AquaPure. In order to induce distributors to carry the product, Total offers all its intermediaries a free refrigerator to store bottles of AquaPure. This is an example of a ________.

Sales agents and brokers are called facilitators in a marketing channel.

Briefly explain the various service outputs that marketing channels produce.

Which of the following is a major disadvantage of using the Internet as a marketing channel?

Electrobar, a European manufacturer of industrial kitchenware, sells to industrial canteens, restaurants, hotels, and so forth. The company provides a one-year warranty on all products and also allows customers to pay in installments - they pay 50 percent on delivery and the rest as equal installments. This refers to which element in the "trade-relations mix"?

Identify when exclusive distribution deals are legal and when they break the law.

Flash Designs is an apparel manufacturing company and has adopted a franchising model to distribute and sells its garments. The company recently received complaints from a particular franchisee that another competing franchisee was infringing on its territory. What type of conflict is this?

Explain the concept of a value network.

Consumers are more engaged and attentive with their smart phones than when they are online.

A firm uses its sales force to sell to large accounts and outbound telemarketing to sell to medium-sized accounts. The firm is using ________ marketing.

What is the major difference between a conventional marketing channel and a vertical marketing system (VMS)?

When Goodyear began selling its popular tire brands through Sears, Walmart, and Discount Tire, independent dealers that sold the same tires at higher prices were angry. This is an example of a(n) ________ conflict.

________ are sets of interdependent organizations participating in the process of making a product or service available for use or consumption.

JSE Securities Exchange is the largest stock exchange in Africa. The JSE provides a market where securities can be traded freely under a regulated procedure. The company acts as an intermediary between the traders. JSE is an example of a(n) ________.

An Internet service provider (ISP) is a(n) ________ company.

Winstar is a large-scale manufacturer with more than a hundred partners across the globe. When making decisions concerning distribution and channel optimization, the company invites members from its channel partners to be part of its advisory committee. This helps the company maintain harmony with its partners. Which of the following conflict resolution techniques is Winstar using?

Exxon Consulting works as an agent on behalf of business consumers to collect information on various industrial products. When faced with buying decisions, businesses can approach Exxon to obtain detailed information on the various options available to them. The company earns revenue by selling such information to various customers. Exxon Consulting can be called a(n) ________.

Distributors' territorial rights define the terms under which the producer will enfranchise other distributors.

Rotter Garder Inc. is a large-scale paint manufacturer and is known for its wide range of decorative paint products and industrial coatings. In addition to making paints, the company also owns and operates the retail stores that sell its products. This is an example of a(n) ________ vertical marketing system.

A merchant is a(n) ________ in the marketing channel.