Chapter 12

Question 1

…. are firms that supply raw materials, components, parts, information, finances, and expertise needed to create a product or service.

Answer 1

Upstream partners

Question 2

…. include the marketing channels or distribution channels that look toward the customer, including retailers and wholesalers.

Answer 2

Downstream partners

Question 3

…. is composed of the company, suppliers, distributors, and, ultimately, customers who partner with each other to improve the performance of the entire system.

Answer 3

Value delivery network

Question 4

• …. is a marketing channel that has no intermediary levels.
• …. is a marketing channel containing one or more intermediary levels.

Answer 4

• Direct marketing channel
• Indirect marketing channel

Question 5

…. provide channel leadership and consist of producers, wholesalers, and retailers acting as a unified system.

Answer 5

Vertical marketing systems

Question 6

…. is a channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity.

Answer 6

Horizontal marketing system

Question 7

…. are systems in which a single firm sets up two or more marketing channels to reach one or more customer segments.

Answer 7

Multichannel distribution systems

Question 8

…. is the cutting out of marketing channel intermediaries by producers or the displacement of traditional resellers by new intermediaries.

Answer 8

Disintermeditation