Marketing Chapter 12

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Which of the following is NOT a typical supply chain member?
A) raw materials supplier
B)intermediaries
C)resellers
D)customers
E)government agencies

E

When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a ________.

Value delivery network

To a producer of goods, a greater number of channel levels means ________ and greater channel complexity.

less control

Channel members add value by bridging the major gaps of ________ that separate goods and services from those who would use them.

time, place, and possession

A conventional distribution channel consists of one or more ________ producers, wholesalers, and retailers.

independent

An advantage of a vertical marketing system (VMS) is that it acts as a ________ system.

unified

A channel consisting of one or more independent producers, wholesalers, or retailers that seek to maximize their own profits-even at the expense of profits for the channel as a whole-is a(n) ________.

conventional distribution channel

________ the manufacturer or service provider is the set of firms that supply the raw materials, components, parts, information, finances, and expertise needed to create a product or service.

Upstream from

Which of the following is NOT a key function that intermediaries play in helping to fulfill a completed transaction?
A) physical distribution
B) risk taking
C) financing
D) promotion
E) storing goods

D

In marketing terms, we say that the number of intermediary levels indicates the ________ of a channel.

length

From the economic system's point of view, the role of marketing intermediaries is to transform the assortment of products made by producers into the assortment of products wanted by ________.

consumers

Distribution channel decisions often involve ________ with other firms, particularly those that involve contracts or relationships with channel partners.

long term commitments

Another term for the supply chain that suggests a sense and respond view of the market is ________.

demand chain

________ conflict, which occurs between different levels of the same channel, is more common than ________ conflict, which occurs among firms at the same level of the channel.

Vertical: horizontal

Most producers today sell their goods to ________.

intermediaries

A corporate VMS has the advantage of controlling the entire distribution chain under ________.

single ownership

Joe Blanco, like other producers, has discovered that his intermediaries usually offer his firm more than it can achieve on its own. Which of the following is most likely an advantage that Joe creates by working with intermediaries?
A) scale of operation
B) working relationships with foreign distributors
C) fast service
D) financial support
E) promotional assistance

A

Producers benefit from using intermediaries because they ________.

offer greater efficiency in making goods available to target markets

A distribution channel is more than a collection of firms connected by various flows; it is a(n) ________ in which people and companies interact to accomplish individual, company, and channel goals.

complex behavioral system

Which of the following is NOT a key function that intermediaries play in completing transactions?
A) financing
B) information
C) negotiation
D) matching
E) promotion

C

All of the institutions in a channel are connected by various flows. These include physical flow, flow of ownership, payment flow, information flow, and ________ flow.

promotion flow

Intermediaries play an important role in matching ________.

supply and demand

Historically, conventional channels have lacked the leadership to ________.

assign member roles and manage conflict

An advantage of a channel of distribution over selling direct to consumers is that each channel member plays a ________ in the channel.

specialized role

A company's channel decisions directly affect every ________.

marketing decision

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