Ch 11 (Place and Development of Channel Systems)

Question 1

making good and services available in the right quantities and locations, when customers want them.

Answer 1

Place

Question 2

any series of firms or individuals who participate in the flow of products from producer to final user or consumer

Answer 2

Channel of distribution

Question 3

direct communication between a seller and an individual customer using a promotion method other than face-to-face personal selling.

Answer 3

Direct marketing

Question 4

difference between the quantity of products it is economical for a producer to make and the quantity final user or consumer normally want.

Answer 4

Discrepancy of quantity

Question 5

the difference between the lines a typical producer makes and the assortment final consumers or user want

Answer 5

Discrepancy of assortment

Question 6

adjust the quantities or assortments of product handled at each level in a channel of distribution.

Answer 6

Regrouping activities

Question 7

involves collecting products from many small producers.

Answer 7

Accumulating

Question 8

involves dividing larger quantities into smaller quantities as products get closer to the final market.

Answer 8

Bulk-breaking

Question 9

separating products into grade and qualities desired by different target markets

Answer 9

Sorting

Question 10

putting together a variety of products to give to a target market what it wants

Answer 10

Assorting

Question 11

conflicts between firms at different levels in the channel of distribution

Answer 11

Vertical conflicts

Question 12

conflict between firms at the same level in the channel of distribution

Answer 12

Horizontal conflicts

Question 13

a manager who helps direct the activities of a whole channel and tries to avoid or solve channel conflicts

Answer 13

Channel captain

Question 14

channel systems in which the whole channel focuses on the same target market at the end of the channel

Answer 14

Vertical marketing systems

Question 15

corporate ownership all along the channel- we might say the firm is going “direct”

Answer 15

Corporate channel systems

Question 16

acquiring firms at different levels of channel activity

Answer 16

Vertical integration

Question 17

the channel members informally agree to cooperate with each other

Answer 17

Administered channel systems

Question 18

the channel members agree by contract to cooperate with each other

Answer 18

Contractual channel systems

Question 19

makes a product available widely enough to satisfy target customers’ needs but not exceed them

Answer 19

Ideal market exposure

Question 20

selling a product through all responsible and suitable wholesalers or retailers who will stock or sell the product

Answer 20

Intensive distribution

Question 21

selling through only those intermediaries who will give the product special attention

Answer 21

Selective distribution

Question 22

selling through only one intermediary in a particular geographic area

Answer 22

Exclusive distribution

Question 23

occurs when a producer uses several competing channels to reach the same target market- perhaps using several intermediaries in addition to selling directly

Answer 23

Multichannel distribution

Question 24

channels used to retrieve products that customers no longer want

Answer 24

Reverse channels

Question 25

selling more of what the firm produces to foreign markets

Answer 25

Exporting

Question 26

selling the right to use some process, trademark, patent, or other right for a fee or royalty

Answer 26

Licensing

Question 27

the seller provides only management and marketing skills- others own the production and distribution facilities

Answer 27

Management contracting

Question 28

a domestic firm enters into a partnership with a foreign firm

Answer 28

Join venture

Question 29

a parent firm has division (or owns a separate subsidiary firm) in a foreign market

Answer 29

Direct investment

Question 30

A combination of organizations and individuals who perform the required activities to link producers of products to users of those products to accomplish marketing objectives.

Answer 30

Marketing Channels

Question 31

specifically stated, measurable, and consistent with firm’s marketing objectives

Answer 31

Channel objectives

Question 32

an expression of a general action plan and guidelines for allocating resources to achieve the channel objective

Answer 32

Channel strategy

Question 33

letting the customers buy the way they want to

Answer 33

Buyer preference

Question 34

building strong relationships with customers

Answer 34

Relationship orientation

Question 35

number of outlets marketing the product

Answer 35

Market coverage

Question 36

A channel intermediary that sells mainly to customers

Answer 36

Retailer

Question 37

An institution that buys goods from manufacturers, takes title to goods, stores them, and resells & ships them

Answer 37

Merchant

Wholesaler

Question 38

Wholesaling intermediaries who facilitate the sale of a product by representing channel members

Answer 38

Agents and

Brokers

Question 39

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

Answer 39

Discrepancy
of
Quantity

Question 40

The lack of all the items a

Customer needs to receive full satisfaction from a product or products.

Answer 40

Discrepancy
of
Assortment

Question 41

• Contracting/Promotion
• Negotiating
• Risk Taking

Answer 41

Transactional Functions

Question 42

• Physically Distributing
• Storing
• Sorting

Answer 42

Logistical

Functions

Question 43

• Researching

- Financing

Answer 43

FacilitatingFunctions

Question 44

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 44

Logistics