Exam 15: Designing and Managing Integrated Marketing Channels

There are several mechanisms for effective conflict management. Which of the following occurs when channel members come to an agreement on the fundamental objective they are jointly seeking?

Companies that search for customers and may negotiate on the producer's behalf but do not take title to the goods are called

Selective distribution means severely limiting the number of intermediaries.

When is a pull strategy appropriate?

________ deals between suppliers and retailers such as Disney's Consumer Products deal with Walmart are becoming a mainstay for specialists looking for an edge in a business world that is increasingly driven by price.

How many channel levels are involved in the distribution of products in the meatpacking industry?

A conventional marketing channel comprises an ________, wholesaler(s), and retailer(s) each acting in his own self-interest.

Why is a marketing channel system so important to a manufacturer such as General Motors?

Companies deciding on the number of intermediaries to use at each channel level have three strategies available to them. They can use exclusive distribution, ________ distribution, and intensive distribution.

Marketers must be careful not to dilute their brands through inappropriate channels. How have Dior and Louis Vuitton, the manufacturers of high-end leather goods, managed its channels to maintain its luxury status.

In setting up its distribution channel, Bowflex Fitness Equipment must account for the physical transfer of the product from its location to the consumer and must receive payment for the goods sold. These are part of the channel functions. All channel functions must be performed and have three things in common. Please list the three things that all functions have in common.

A push strategy involves the manufacturer using advertising and promotion to persuade consumers to ask intermediaries for the product, thus inducing the intermediaries to order it.

A company selling exercise equipment may need to establish three channels of distribution one channel to sell the product to retailers and distributors (a sales channel); a second channel to deliver the product (a delivery channel), and a ________ channel to ensure that the products are used correctly after the sale.

After a company has chosen a channel alternative, individual intermediaries must be ________, trained, motivated, and evaluated.

The sales of your product are low compared to your competition. The decision facing you is whether to use a sales agency (brokers, manufacturers' representatives) or hire a field sales force. The fixed costs of engaging a sales agency are lower than those of establishing a company sales force, but costs rise faster through an agency. When figuring out sales and costs, the intersection of the costs between sales agencies and sales force (Sb) means that

More activity is being conducted on B2B websites than on B2C websites.

A channel alternative is described by three elements: the types of available business intermediaries, the number of intermediaries needed, and the

________ exists when the manufacturer has established two or more channels that sell to the same market.

________ occurs when channel members are brought together to advance the goals of the channel, as opposed to their own potentially incompatible goals.

Each channel alternative needs to be evaluated against economic, control, and power criteria.