M8

Question 1

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

Answer 1

CHANNEL OF DISTRIBUTION

Question 2

Channel system may be ___

Answer 2

DIRECT OR INDIRECT

Question 3

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

Answer 3

CHANNEL CAPTAIN

Question 4

occur between firms at different levels in the channel of distribution

Answer 4

VERTICAL CONFLICT

Question 5

may occur if a producer and a retailer disagree about how much promotion effort the retailer should give the producer’s product

Answer 5

VERTICAL CONFLICT

Question 6

occur between firms at the same level in a distribution channel

Answer 6

HORIZONTAL CONFLICT

Question 7

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

Answer 7

VERTICAL MARKETING SYSTEMS

Question 8

MARKET EXPOSURE STRATEGIES

Answer 8

• INTENSIVE
• EXCLUSIVE
• SELECTIVE

Question 9

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

Answer 9

INTENSIVE DISTRIBUTION

Question 10

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

Answer 10

SELECTIVE DISTRIBUTION

Question 11

is selling through only one intermediary in a particular geographic area.

Answer 11

EXCLUSIVE DISTRIBUTION

Question 12

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

Answer 12

MULTICHANNEL DISTRIBUTION

Question 13

channels used to retrieve products that customers no longer want

Answer 13

REVERSE CHANNELS