Chapter 15

Question 1

are the venue a company uses to move its products or services to the world
what is this ?

Answer 1

distribution channels

Question 2

What are the four different ways to reach the consumer ?

Answer 2

1. Supplier -> distributor/wholesaler -> retailer -> end consumer
2. Supplier -> Jobber/broker -> retailer -> end consumer
3. Supplier -> retailer -> end consumer
4. Supplier -> suppliers own sales and distribution -> end consumer

Question 3

Two options on how to choose your distribution channel strategy ?

Answer 3

1. direct
2. indirect

Question 4

How to choose whether you will go direct or indirect on choosing how your distribution channel strategy ?

Answer 4

1. level of control
2. level of cost
3. level of coverage

Question 5

are organizations who buy bulk quantities of product from the manufacturer, break it down into smaller quantities and assortment, and result it to retailers
what is this ?

Answer 5

wholesalers

Question 6

are intermediaries who leverage their networks to resell products and services for manufacturers
what is this ?

Answer 6

brokers

Question 7

what benefits do manufacturers get from working with wholesalers or brokers ?

Answer 7

*can sell bulk quantities
*gives access to broad distribution channels logistics
*reduces logistics complexity

Question 8

what benefits do retailers get from working with wholesalers or brokers ?

Answer 8

*can get smaller and more timely shipments
*can carry less inventory
*purchasing power

Question 9

how a company designs, manages, and evolves its channel strategy in light of changing competitive and customer environments
what is this ?

Answer 9

channel stewardship

Question 10

What are the two main types of decisions in channel stewardship ?

Answer 10

1. design decisions
2. management decisions

Question 11

can increase the level of control of an organization and decrease markup costs, but it takes significant organizational investment and coordination to make it work
what is this ?

Answer 11

vertical integration

Question 12

consists of individuals and firms involved in the process of making a product or service available for use or consumption by consumers or industrial users
what is this ?

Answer 12

marketing channel

Question 13

when intermediaries buy and sell products or services
what is this ?

Answer 13

transactional function

Question 14

gathering sorting, and dispersing products
what is this ?

Answer 14

logistical functions

Question 15

make a transaction easier for buyers
what is this ?

Answer 15

facilitating functions

Question 16

the producer and the ultimate consumers deal directly with each other
what is this ?

Answer 16

direct channel

Question 17

intermediaries are inserted between the producer and consumers and perform numerous channel functions
what is this ?

Answer 17

indirect channels

Question 18

allow consumers to buy products by interacting with various print or electronic media without a face to face meeting with a salesperson
what is this ?

Answer 18

direct to consumer marketing channels

Question 19

the blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online
what is the ?

Answer 19

multichannel marketing or omnichannel marketing

Question 20

professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact
what is this ?

Answer 20

vertical marketing systems

Question 21

independent production and distribution firms integrate their efforts on a contractual basis to obtain greater functional economies and marketing impact than they could achieve alone
what is this ?

Answer 21

corporate vertical marketing system

Question 22

means that a firm tries to place its products and searches in as many outlets as possible
what is this ?

Answer 22

intensive distribution

Question 23

the extreme opposite of intensive distribution because only one retailer in a specific geographic area carries the firms products
what is this ?

Answer 23

exclusive distribution

Question 24

lies between these two extremes and means that a firm selects a few retailers in a specific geographic are to carry its products
what is this ?

Answer 24

selective distribution

Question 25

arises when one channel member believes another channel member is engaged in behavior that prevents it from achieving its goals what is this ?

Answer 25

channel conflict

Question 26

a source of channel conflict that occurs when a channel member bypasses another member and sells or buys products direct what is this ?

Answer 26

disintermediation

Question 27

occurs between intermediaries at the same level in a marketing channel, such as between two or more retailers or two or more wholesalers that handle the same manufacturers brands what is this ?

Answer 27

horizontal conflict

Question 28

a channel member that coordinates, directs, and supports other channel members what is this ?

Answer 28

channel captain

Question 29

those activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost what is this ?

Answer 29

logistics

Question 30

various firms involved in performing the activities required to create and deliver a product or service to consumers or industrial users what is this ?

Answer 30

supply chain

Question 31

the integration and organization of information and logistics activities across firms in a supply chain for the purpose of creating and delivering products and services that provide value to consumers what is this ?

Answer 31

supply chain managment

Question 32

What are the 4 buyer requirements ?

Answer 32

1. information 2. convenience 3. variety 4. pre or postal services

Question 33

occurs between different levels in a marketing channel what is this ?

Answer 33

vertical conflict