Distribution networks

Question 1

Activities as flow

Answer 1

Title flow - ownerships rights
Negotiation flow
Product flow
Finance flow
Information flow
Promotion flow

Question 2

Two types of activity interdepenece

Answer 2

1. Serial interdependence

2. Parallel interdependencies

Question 3

Opportunities for postponement

Answer 3

1. Information technology
2. Transport and infrastructure
3. Flexible manufacturing facilities and modularization
4. Customer demand unique offerings

Question 4

Resource categories in the 4R-model

Answer 4

Physical:
Facilities
Products

Organizational:
Business units
Business relationships

Question 5

The dimensions in relationship atmosphere:

Answer 5

Control
Power
Conflict

Question 6

Control mechanisms in relationship atmosphere

Answer 6

Authoritative control
Contractual control
Normative control

Question 7

Developing a multichannel, six steg process

Answer 7

1. Multichannel objectives
2. Understanding touch-points
3. Review of industry structure/channel options
4. Understand shift in channel usage patterns
5. Review of channel economics
6. Integrated channel management strategy

Question 8

Three crucial multi-channel actions

Answer 8

1. Create a holistic view across channels
2. Design organizational structures and incentives to enable multichannel marketing
3. Create metrics that measure the impacts and overall performance of multi-channel

Question 9

What is causation and effectuation?

Answer 9

Causation: A particular effect (goal) is perceived as given - focus on selecting between means to create this effect

Effectuation: Take a set of means as given and focus on selection effects that can be created by set of means

Question 10

Name three types of last mile logistics systems

Answer 10

Push-centric system
Pull-centred system
Hybrid system

Question 11

Factors that influence the design of last-mile logistics

Answer 11

1. Consumer geographical density: Consumer/unit area
2. Consumer physical convenience
3. Consumer time convenience
4. Order response time
5. Order visibility
6. Product retainability

Question 12

Two types of network dynamics

Answer 12

1. Incremental changes

2. Radical changes

Question 13

Three phases of IDR cycle

Answer 13

1. intermediation
2. Disintermediation
3. Reintermediation

Question 14

Four discrepancies

Answer 14

1. Quantity
2. Assortment
3. Time
4. Space (place)

Question 15

Why is distribution increasingly important

Answer 15

1. Potential for cost reduction
2. Potential for increasing revenue
3. Changing customer needs
4. New technological solutions

Question 16

Industrial network approach - three network layers:

Answer 16

1. Actors
2. Activities
3. Resources

Question 17

Key features of DCM

Answer 17

Start with exploring the customers situation and work backward through the chain(s)

Comprehensive integration involves coordination across the entire supply chain

Marketing: Externally focused on value creation
SCM: Inward focus on efficient use of resources

Question 18

Critical issues in DCM

Answer 18

Ensure that SCM is involved in the marketing planning, customer priority decisions, and is allowed to reject some marketing decisions

Marketing must become more cost driven and less inclined to agree to ‘unprofitable’ sales

Information has an important role to play: information sharing, sharing of understanding, ability to act on the same information

Avoiding conflicting performance measures

Question 19

Different parts of the customer life cycle (From Differ guest lecture)

Answer 19

1. Attract
2. Introduce
3. Develop
4. Retain
5. Win-back

Question 20

Difference between traditional channels and evolving channels

Answer 20

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