Exam 12: Marketing Channels: Delivering Customer Value

Most producers today sell their goods directly to ________.

The four major steps of designing a channel system are analyzing consumer needs,setting channel objectives,________,and evaluating the alternatives.

How can a firm benefit from involvement in a contractual VMS?

Caterpillar,the famous heavy equipment manufacturer,has a reputation for working in harmony with its worldwide distribution network of independent dealers.Caterpillar has shared its successes with its dealers and protected its dealers during difficult economic times.This is an example of ________.

Joanie Chan is experiencing a disagreement with intermediaries in the channel over who should do what and for what rewards.Joanie is experiencing ________.

How have changes in technology and the growth of online marketing affected the design of marketing channels?

When McDonald's joined forces with Sinopec,China's largest petrol retailer,to place restaurants at the latter's more than 30,000 petrol stations,they formed a horizontal marketing system.

Sometimes a seller requires its dealers to abstain from handling competitors' products in an arrangement called ________.

Imaginative distribution systems can be used to gain a competitive advantage.

In marketing terms,we say that the number of intermediary levels indicates the ________ of a channel.

Judy Sim is the manager of a local McDonald's franchise.Recently the home office did not let her participate in co-op advertising like the other McDonald's in her district.Now she is irritated and demands fairness.This is an example of horizontal conflict.

Why are more and more companies turning to third-party logistics providers (3PLs)?

________ conflict,which occurs between different levels of the same channel,is more common than ________ conflict,which occurs among firms at the same level of the channel.

To a producer of goods,a greater number of channel levels means ________ and greater channel complexity.

Why is it important for Toyota to be sensitive to the needs of its dealers?

Most companies practice strong PRM to forge long-term relationships with channel members.What does PRM stand for?

Which type of product might require a more direct marketing channel to avoid delays and too much handling?

A distinguishing feature of a contractual VMS is that coordination and conflict management among the independent members of the channel are attained through ________.

When determining the number of channel members to use at each level,three strategies are available: intensive,exclusive,and ________ distribution.

Due to the success of the Internet,few producers sell through intermediaries today.