ch.15

Question 1

A product must be?

Answer 1

accessible to the
target market at an affordable price

Question 2

Getting the product to the target market Can be a?

Answer 2

costly process

Question 3

Forging an aggressive and reliable channel of distribution

Answer 3

The most critical and challenging task facing the
international marketer

Question 4

consumer and industrial products eventually go
through a distribution process

Answer 4

1-Physical handling and distribution of goods
2-Passage of ownership
3-Buying and selling negotiations between producers and middlemen 4-Buying and selling negotiations between middlemen and
customers

Question 4

Each country market has a distribution structure

Answer 4

1-Goods pass from producer to user
Within this structure are a variety of middlemen whose customary
functions, activities, and services Reflect Existing competition,
market characteristics, tradition, and economic development

Question 5

In an import-oriented or traditional distribution
structure:

Answer 5

1-Importer controls a fixed supply of goods
2-Marketing system develops around the philosophy of selling a
limited supply of goods at high prices to a small number of affluent
customers

Question 6

Import-Oriented
Distribution Structure?

Answer 6

1-Demand exceeds supply
2-The customer seeks the supply from a limited
number of middlemen
3-Distribution systems are local
4-Few countries fit the import-oriented model

Question 7

The Japanese system has four distinguishing features:

Answer 7

1.A structure dominated by many small middlemen
dealing with many small retailers
2.Channel control by manufacturers
3.A business philosophy shaped by a unique culture
4. Laws that protect the foundation of the system

Question 8

Retail Distribution Patterns?

Answer 8

• Size patterns
• Direct marketing
• Resistance to change

Question 9

alternative middle men choices?

Answer 9

options range from assuming the entire distribution activity to defeding on intermediaries for distribution of the product

Question 10

Seller must exert influence over two sets of
channels?

Answer 10

1-One in the HOME COUNTRY
2-One in the foreign-market (HOST COUNTRY)

Question 11

• Agent middlemen?

Answer 11

represent the principal
rather than themselves and work on commission
bases

Question 12

• Merchant middlemen?

Answer 12

take title to the goods
and buy and sell on their own account, so they
tend to be less controller than Agents

Question 13

home country middle men?

Answer 13

domestic middle men, provide marketing service from a domestic base and find foreign markets for products for local manufacturers

Question 14

government affiliated middlemen

Answer 14

marketrs must deal with government in every country

Question 15

Factors Affecting
Choice of Channels?

Answer 15

1- identify specific target markets within and across the country
2- specify marketing goals in terms of profit margin
3- specify financial and personal commitment to the development of international distribution
4- identify control, length of channels in terms of sales

Question 16

The six Cs of channel strategy:

Answer 16

• Cost
• Capital requirements
• Control
• Coverage
• Character
• Continuity

Question 17

Concerns for e-Vendors?

Answer 17

• Culture
• Adaptation
• Local contact
• Payment
• Delivery
• Promotion

Question 18

criteria for selecting middlemen?

Answer 18

1- reputaton
2- market served
3- number of stores
4- store size
5- products carried