Exam 10: Marketing Channels: Delivering Customer Value

Bateman Gray Motors sells the cars it produces using dedicated dealers who only sell Bateman Gray's products at their outlets. What kind of marketing strategy has Bateman Gray adopted with its car dealers?

An administered vertical marketing system integrates successive stages of production and distribution under single ownership.

What is disintermediation? With a suitable example, explain the opportunities and problems that disintermediation presents for producers and resellers.

Customer-centered logistics starts with the marketplace and works backward to the factory.

Full-line forcing is considered an illegal arrangement that violates the Clayton Act.

Which of the following is true of RFID or "smart tag" technology?

Supply chain management involves managing both upstream and downstream value-added flows of materials.

Which of the following is true of a vertical marketing system?

Inbound logistics involves managing the flow of products from an intermediary to a customer.

How does a company determine its channel objectives? What factors influence the channel objectives of a company?

What are the responsibilities of channel members?

________ 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 the producer's merchandise.

Jupiter Steel is the chief provider of metals to Greystone Motors. Greystone Motors has two models of cars - one for commercial and regular consumers and another for professional car racing teams. Greystone Motors has designated dealers to sell its commercial cars to consumers, while racing cars are sold directly to the racing teams. In such a distribution channel, which of the following would be considered a horizontal conflict?

A multichannel marketing system is one in which a producer sells to multiple markets using the same distributional channel.

Victoria's Closet, a manufacturer of bohemian-style clothing and accessories, sells its products through its online Web site, a catalogue, and specialty boutiques that target women. Which kind of channel arrangement does Victoria's Closet employ to distribute its products?

Which of the following is true of logistics?

With a vendor-managed inventory system, the supplier takes full responsibility for managing inventories and deliveries.

Which of the following applies to a marketing intermediary who buys brand name toothpaste from 10 different manufacturers, consolidates offerings, and then resells the various brands to 500 supermarkets in Florida?

Describe the legal aspects of exclusive arrangements such as exclusive dealing and exclusive distribution.

A firm that uses direct marketing would most likely sell its products through ________.