Download CONCEPT CHECK _____ purchase from the same places in the

CONCEPT CHECK
_____ are sets of interdependent organizations involved in the
process of making a product or service available for use or
consumption.
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Wholesalers
Marketing channels
Distribution channels
Intermediaries
Facilitators
_____ purchase from the same places in the same manner over
time.
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Habitual shoppers
High value deal seekers
Variety-loving shoppers
High-involvement shoppers
Interactive shoppers
A _____ is a system of partnerships and alliances that a firm
creates to source, augment, and deliver its offerings.
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marketing channel
demand chain
hybrid system
value network
demand network
_____ refers to the degree to which the marketing channel makes it
easy for customers to purchase the product.
Service backup
Product variety
Waiting and deliver time
Spatial convenience
Lot size
_____ distribution consists of the manufacturer placing the goods
or services in as many outlets as possible.
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Exclusive
Selective
Intensive
Multi-channel
Integrated
_____ can be defined as the ability to alter channel members'
behavior so that they take actions they would not have taken
otherwise.
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Channel leadership
Channel advantage
Persuasive power
Channel power
Psychological power
A(n) _____ is a system in which two or more unrelated companies
put together resources or programs to exploit an emerging
marketing opportunity.
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vertical marketing system
horizontal marketing system
wholesaler-sponsored marketing system
administered marketing system
corporate marketing system
Some Pizza Inn franchisees complained about other Pizza Inn
franchisees cheating on ingredients and hurting the overall Pizza
Inn image. This is an example of _____ conflict.
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franchise
multi-channel
vertical
horizontal
channel coordination
General Motors came into conflict with its dealers in trying to
enforce policies on service. This is an example of _____ conflict.
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franchise
multi-channel
vertical
horizontal
channel coordination
Producers of a strong brand sometimes sell it to dealers only if they
will take some or all of the rest of the line. This is called _____.
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tying agreements
coercive power
arbitration
co-optation
channel power
A pull strategy involves the manufacturer using its sales force and
trade promotion money to induce intermediaries to carry the
product.
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True
False
A push strategy involves the manufacturer using advertising and
promotion to persuade consumers to ask intermediaries for the
product.
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True
False
A company should first think of the target market, and then design
the supply chain backward from that point.
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True
False
A one-level channel consists of a manufacturer selling directly to
the final consumer.
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True
False
Exclusive distribution means severely limiting the number of
intermediaries.
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True
False
Exclusive deals between suppliers and retailers are becoming a
mainstay for specialists looking for an edge.
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True
False
A horizontal marketing system (HMS) comprises the producer,
wholesaler(s) and retailer(s) acting as a unified system.
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419
True
False
A contractual VMS consists of independent firms at different levels
of production and distribution integrating their programs on a
contractual basis to obtain more economies or sales impact than
they could achieve alone.
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True
Co-optation is an effort by one organization to win the support of
the leaders of another organization by including them in advisory
councils, boards of directors, and the like.
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True
False
Arbitration takes place when each side sends a person or group to
meet with its counterpart to resolve the conflict.
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True
False
CONCEPT CHALLENGE
Charles Schwab enables its customers to do transactions in its
branches, over the phone, or on the Internet. This is an example of
a company using _____ channels.
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interactive
direct
hybrid
dual
targeted
_____ gather information from many channels, take advantage of
high-touch services, and then buy in their favorite channel,
regardless of price.
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Habitual shoppers
Variety-loving shoppers
High value deal seekers
High-involvement shoppers
Interactive shoppers
_____ gather information in all channels, make their purchases in a
low-cost channel, but take advantage of customer support from a
high-tech channel.
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Habitual shoppers
Variety-loving shoppers
High value deal seekers
High-involvement shoppers
Interactive shoppers
Products that move back to the manufacturer for recycling or
refurbishing are moving through _____ channels.
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multi-flow
reverse-flow
industrial
redemption
disposal
Disney sells its videos through five main channels: movie rental
stores like Blockbuster, Disney company retail stores, and a few
other retailers. Disney is a good example of what type of
distribution?
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exclusive distribution
selective distribution
intensive distribution
integrated distribution
multi-channel distribution
When a manufacturer requests behavior from intermediaries that is
warranted under a contract, what type of power is the manufacturer
exercising?
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coercive power
reward power
legitimate power
expert power
referent power
When the manufacturer is so highly respected that intermediaries
are proud to be associated with the company, it is called _____
power.
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coercive
reward
legitimate
expert
referent
Sears obtains over 50 percent of the goods it sells from companies
it partly or wholly owns. This is an example of a(n) _____.
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corporate VMS
administered VMS
contractual VMS
distributive VMS
franchise operation
_____ means resorting to a neutral third party who is skilled in
conciliating two parties' interests.
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Diplomacy
Mediation
Arbitration
Co-optation
Compromise
_____ occurs when two parties agree to present their arguments to
one or more arbitrators and accept the arbitration decision.
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Diplomacy
Mediation
Arbitration
Co-optation
Compromise
In the United States advertising accounts for 30 to 50 percent of the
ultimate selling price.
True
False
Door-to-door sales, home parties, mail order are examples of a
one-level channel.
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True
False
A zero-level channel is also called a direct-marketing channel.
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True
False
Intensive distribution is used for such items as tobacco products,
soap, snack foods, and gum.
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True
False
Distributors' territorial rights define the distributors' territories and
the terms under which the producer will enfranchise other
distributors.
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True
False
Coercive and reward power are objectively observable; legitimate,
expert, and referent power are more subjective.
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True
False
A contractual VMS coordinates successive stages of production
and distribution through the size and power of one of the members.
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True
False
Multichannel marketing occurs when a single firm uses two or more
marketing channels to reach one or more customer segments.
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True
False
Channel conflict is generated when one channel member's actions
prevent the channel from achieving its goal.
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True
False
Vertical channel conflict means conflict between members at the
same level within the channel.
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True
False