Chat with AIExam 12: Marketing Channels: Delivering Customer Value
Explain how Air Canada has contributed to the trend towards disintermediation.
(75) 
VerifiedDisintermediation occurs when product or service producers cut out intermediaries and go directly to final buyers,or when radically new types of channel intermediaries displace traditional ones.Thus,in many industries traditional intermediaries are dropping by the wayside.Air Canada is selling directly to final buyers,cutting travel agents from its marketing channels altogether.
Give an example of vertical conflict.
(87) VerifiedThis type of conflict occurs between different levels of the same channel; an example would be conflict created by a manufacturer toward its dealers when deciding to open an online operation.
Explain how companies select,motivate,and evaluate channel members.
(77) VerifiedWhen selecting intermediaries,the company should evaluate each channel member's qualifications and select those who best fit its channel objectives.The company should use economic criteria,control issues,and adaptive criteria to analyze each possible channel member.Once selected,channel members must be continuously motivated to do their best.The company must sell not only through the intermediaries but also to and with them.It should work to forge long-term partnerships with channel partners to create a marketing system that meets the needs of both the manufacturer and the partners.The company must also regularly check channel member performance against established performance standards,rewarding intermediaries who are performing well and assisting or replacing weaker ones.
Intensive distribution seeks many outlets in a market,while selective distribution seeks only one outlet in a given market area.
(81) A distribution channel is more than a collection of firms connected by various flows; it is a(n)________ in which people and companies interact to accomplish individual,company,and channel goals.
(76) Staples Office Supply opened an online store that created competition with many of its dealers.The corporate office created a ________ conflict.
(87) In a conventional distribution channel,no channel member has much control over the other members,and no formal means exists for assigning roles and resolving channel conflict.
(71) In managing inventory,firms must balance the costs of carrying larger inventories against resulting sales and profits.
(86) Producing a product or service and making it available to buyers requires building relationships not just with customers,but also with key suppliers and resellers in the company's supply chain.
(88) The supply chain that suggests a sense and respond view of the market is also called the________.
(70) Which type of distribution is used when the producer wants more than one but fewer than all of the intermediaries who are willing to carry its products?
(83) How have changes in technology and the growth of online marketing affected the design of marketing channels?
(70) How can a firm benefit from participating in a horizontal marketing system?
(82) Explain why value delivery network is a more relevant expression to use than the terms supply chain and demand chain.
(64) ________ criteria sales such as costs,and profitability of different channel alternatives,are often used by a company to evaluate its channel options.
(92) 
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