Marketing channels

Question 0

All parties in the marketing channel who negotiate with one another, buy and sell products, and facilitate the change of ownership between buyer and seller in the course of moving the product from the manufacturer into the hands of the final consumer

Answer 0

channel members
(Intermediaries, resellers, middlemen)

Question 1

A set of interdependent organizations that eases the transfer of ownership as products move from producer to business user or consumer

Answer 1

Marketing channel (channel of distribution)

Question 2

The difference between the amount of product produced and the amount an end user wants to buy

Answer 2

Discrepancy of quantity

Question 3

The lack of all the items a customer needs to receive full satisfaction from a product or products

Answer 3

Discrepancy of assortment

Question 4

A situation that occurs when a product is produced but a customer is not ready to buy it

Answer 4

Temporal discrepancy

Question 5

The difference between the location of a producer and the location of widely scattered markets

Answer 5

Spatial discrepancy

Question 6

A channel intermediary that sells mainly to consumers

Answer 6

Retailer

Question 7

An institution that buys goods from manufacturers and resells them to businesses, government agencies, and other wholesalers or retailers an that receives and takes Tito to goods, stores them in its own warehouses, and later ships them

Answer 7

Merchant wholesaler

Question 8

Wholesaling intermediaries who do not take title to a product but facilitate its sale from producer to end user by representing retailers, wholesalers, or manufacturers

Answer 8

Agents and brokers

Question 9

Functions that involve contacting and communicating with prospective buyers to make them aware of existing products and explain their features, advantages, and benefits

Answer 9

Transactional functions

Question 10

The efficient and cost-effective forward and reverse flow and storage of goods, services, and related information into, through, and out of channel member companies

Answer 10

Logistics

Question 11

Three maketing channel functions performed by intermediaries

Answer 11

Transactional functions
Logistical functions
Facilitating functions

Question 12

A distribution channel in which producers sell directly to consumers

Answer 12

Direct channel

Question 13

The use of two or more channels to distribute the same product to target markets

Answer 13

Dual distribution

Multiple distribution

Question 14

A cooperative agreement between business firms to use the others already established distribution channel

Answer 14

Strategic channel alliance

Question 15

Three options for intensity of distribution

Answer 15

Intensive distribution
Selective distribution
Exclusive distribution

Question 16

A form of distribution aimed at having a product available in every outlet where regret customers might want to buy it

Answer 16

Intensive distribution

Question 17

A form of distribution achieved by screening dealers to eliminate all but a few in any single area

Answer 17

Selective distribution

Question 18

A form of distribution that established one or a few dealers within a given area

Answer 18

Exclusive distribution

Question 19

A relationship between companies that is loose, characterized by low relational investment and trust, and usually taking the form of a series of discrete transactions with no or low expectation of future interaction or service

Answer 19

Arms length relationship

Question 20

A relationship between companies that takes the form of informal partnership with moderate levels of trust and information sharing as needed to further each company’s goals

Answer 20

Cooperative relationship

Question 21

A relationship between companies that is tightly connected, with linked processes across and between firm boundaries and high levels of trust and interfirm commitment

Answer 21

Integrated relationship

Question 22

The capacity of a particular marketing channel member to control or influence the behavior of other channel members

Answer 22

Channel power

Question 23

A situation that occurs when one marketing channel member intentionally affects another members behavior

Answer 23

Channel control

Question 24

A member of a marketing channel that exercises authority and power over the activities of other channel members

Answer 24

Channel leader

Channel captain

Question 25

A clash of goals and methods between distribution channel members

Answer 25

Channel conflict

Question 26

A channel conflict that occurs among members on the same level

Answer 26

Horizontal conflict

Question 27

A channel conflict that occurs between different levels in a marketing channel, most typically between the menu factored and The wholesaler or between the manufacturer and retailer

Answer 27

Vertical conflict

Question 28

The joint effort of all channel members to create a channel that serves customers and creates a competitive advantage

Answer 28

Channel partnering (channel cooperation)

Question 29

The fastest growing part of our economy is the

Answer 29

Service sector