Exam 12: Marketing Channels: Delivering Customer Value

Max Samuelson is a high-end fashion designer who markets his clothing lines through a limited number of highly reputable retailers.Max uses ________.

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 ________.

In marketing terms,the ___________ of a channel is indicated by the number of intermediary levels.

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

The ________ conflict occurs among firms at the same level of the channel.It is rarer than the _____________ conflict,which occurs between different levels of the same channel.

In designing its marketing channel,Chairs for Every Occasion has moved from a make-and-sell view of its business,which focused on productive inputs and factory capacity as a starting point for marketing planning,to a sense-and respond view,which begins instead with the needs of target customers.With this new view,Chairs for Every Occasion is developing its ________.

When Sherwin Williams Paint Company has single ownership of integrated,successive stages of production and distribution,it has created a corporate VMS.

Which of the following is an example of a manufacturer-sponsored retailer franchise system?

Channel members should be evaluated using all of the following criteria except __________.

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

The producer and intermediaries need to agree on the terms and responsibilities of each member,including price policies,conditions of sale,territorial rights,and specific services to be performed by each party.

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

Companies using a VMS can integrate the entire distribution chain under ________.

Lancaster Box Company wants to provide better customer service while trimming distribution costs through teamwork,both inside the company and among all the marketing channel organizations.Lancaster Box is thinking of ________.

Chewing gum is stocked in many outlets in the same market or community; in fact,it is placed in as many outlets as possible.This is an example of ________ distribution.

To increase a channel's service level,it must provide a greater assortment of products,more add-on services,and ________.

Conventional channels have lacked the leadership to ________.This is true from a historical perspective at least.

Many experts agree that marketing intermediaries need to change the assortment of products made by producers into the assortment of products wanted by ________.

Tiffany & Co.jewellery can only be found in a limited number of intermediaries.This is an example of ________ distribution.