Exam 13: Marketing Channels

"Gray" marketing channels assist brand name manufacturers in marketing their products more efficiently.

In international contexts,channel governance is sometimes different from that found in the United States due to differing cultural dynamics.Use the Chinese concept of Guanxi to explain such differences and how multinational firms must react to them.

Companies selling standardized items of moderate or low value to other businesses (not to consumers)often use:

Define channel power,channel control,channel leadership,and channel partnering and explain how these four terms are related.

Agents and brokers:

Which of the following is the lack of all the items a customer needs to receive full satisfaction from a product or products?

R.H.Kurt & Son,Inc. ,distributes rifles for both hunting and target shooting,rifle barrels,triggers,cleaning equipment,and reloading equipment to sporting equipment retailers and many large discount stores.It carries products from 41 different manufacturers.The manufacturers whose products it carries are known for producing superior products and are leaders in their industries.In addition,Kurt is able to repair damaged rifles through its gunsmith service,which is available to all of its retailers. -Refer to R.H.Kurt.When Kurt solicits an order from a sporting goods store,it engages in a _____ function.

Which level of distribution intensity is the most restrictive and entails establishing only one or a few dealers within a given geographic area?

_____ distribution is achieved by screening dealers to eliminate all but a few in any single geographic area.Shopping goods and some specialty products that consumers are willing to search for are sold this way.

Which of the following statements about developing global marketing channels is FALSE?

_____ is the joint effort of all channel members to create a supply chain that serves customers and creates a competitive advantage.

A worker who categorizes eggs into Grade AA,Grade A,and Grade B categories is engaging in the _____ process.

YKK slide fasteners (zippers)are made in Macon,Georgia,yet manufactures all over the world use zippers to manufacture,clothes,luggage,shoes,and other items.Wholesalers around the world primarily help to overcome a(n)_____ discrepancy.

Which of the following types of distribution channel relationships is considered to be temporary?

Johns Manville is the only manufacturer to offer a complete line of Formaldehyde-free fiber glass building insulation,which offers superior energy efficiency in hard-to-reach cathedral ceilings and flat roof cavities;plus it is an excellent sound control for interior floors.As the only manufacturer and patent-holder of this revolutionary insulation,Johns Manville has great power over its dealers.It is an example of a:

Caterpillar,the manufacturer of tractors and other earthmoving equipment,has an extremely high market share,which means customers seek the dealers out regardless of where they are.There are approximately 50 Caterpillar dealers in the United States--one in each state.From this information,you can surmise that Caterpillar uses _____ distribution.

Integrated channel relationships tend to be more flexible than cooperative relationships.

A marketing channel is a set of interdependent organizations that ease the transfer of ownership as products move from producer to business user or consumer.

Selfridges is the second-largest department store in Great Britain.It works with House of Frasier,one of its competitors,to reduce operating costs by sharing channels of distribution to ship goods from 1,500 plus suppliers.Selfridges and House of Frasier are engaged in:

Marketing channels make distribution simpler by reducing the number of transactions required to get products from manufacturers to consumers.This is called: