TUTORIAL 10 MARKETING CHANNELS: DELIVERING CUSTOMER VALUE

When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a ________.

• value delivery network

• channel of distribution

• supply chain

• demand chain

• supply and demand chain

Producers benefit from using intermediaries because they ________.

• offer greater efficiency in making goods available to target markets

• bring a fresh point of view to strategy development

• eliminate risk

• are generally backlogged with orders

• refuse to store products for longer than a few days

Which of the following is NOT a key function that intermediaries play in completing transactions?

• promotion

• information

• negotiation

• financing

• matching

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

• depth

• complexity

• involvement

• length

• width

One advantage of using a channel of distribution over selling direct to consumers is that each channel member plays a ________ in the channel.

• time-saving part

• specialized role

• decisional role

• informational role

• disciplinary role

An advantage of a vertical marketing system (VMS) over a conventional distribution channel is that it acts as a ________ system.

• unified

• democratic

• socially responsible

• customer-driven

• task-driven

As marketing manager for Globe Imports and Exports, you want to start reaping the benefits of a multichannel distribution system. You will likely enjoy all of the following EXCEPT which one?

• expanded sales

• expanded market coverage

• selling at a higher gross margin

• opportunities to tailor products and services to the needs of diverse segments

• A and D

Due in a large part to advances in technology, ________ is a major trend whereby product and service producers are bypassing intermediaries and going directly to final buyers, or radically new types of channel intermediaries are emerging to displace traditional ones.

• the vertical marketing system

• the corporate marketing system

• disintermediation

• the corporate merger

• the hostile takeover

Sometimes a producer chooses only a few dealers in a territory to distribute its products or services. Generally these dealers are given a right to ________ distribution.

• exclusive

• selected

• intensive

• administered

• corporate

Marketing logistics involves getting the right product to the right customer in the right place at the right time. Which one of the following is NOT included in this process?

• planning the physical flow of goods and services

• implementing the plan for the flow of goods and services

• controlling the physical flow of goods, services, and information

• gathering customer's ideas for new products

• planning the flow of logistics information to meet customer requirements at a profit