stud
bud
Sign up
Log in
Home
Library
Explore
SAT
More
MKT 320F Unit 7 Flashcards | StudBud
Explore
/
MKT 320F Unit 7
MKT 320F Unit 7
41 terms
·
StudBud Administration
·
127 plays
Imported from external platform
Flashcards
41 cards
F
Practice quiz
P
Host live
L
Questions
41
Answers
1
What is an Arm's Length marketing channel?
Producers lacks clear line to end customers; done through intermediaries
Producer has one distributor, using independently owned franchises
Producer owns the entire downstream distribution and retail network
2
The intentional efforts of a company to design, manage, and evolve its channel strategy in light of changes that arise.
Channel Stewardship
Channel Enhancement
Channel Mastering
Channel Distribution
3
Discrepancy of Quantity is...
Lack of variety in a single supplier; Customers buy a variety of products
Location of the supplier is limited; Consumers buy all across the country
Producers sell in large quantities; Customers buy in small quantities
Suppliers produce items year round; Consumers buy during certain times
4
Overcoming Discrepancies is NOT a benefit of using a marketing channel.
False
True
5
What is the Value Chain?
How much products in a product mix cost compared to one another
All interactions to produce and deliver a product/service
How much all entities spend on money to sell a product/service
6
There are six direct vs. indirect channel deciding factors.
False
True
7
What is not an example of an indirect channel?
Supplier's own sales and distribution
Distributor/Wholesaler
Jobbers/Brokers
Retailers
8
An example of a channel steward’s use of hard power is a:
Brand’s unique product design
Franchisor suing a franchisee for breaking their contract.
Supplier demanding use of only the manufacturer’s suggested retail price.
Manufacturer threatening to eliminate retailers who don't display product
9
Which trade-off below is
NOT
part of the considerations between integrated vs. arm's length approach?
High competition versus low competition
Higher costs versus lower cost
High control versus low control
Lower channel coverage versus higher channel coverage
10
What is NOT involved in Channel Design regarding Channel Stewardship?
Channel influence
Channel structure
Channel contracts
Direct vs. Indirect channel decisions
11
What is the first discipline of channel stewardship?
Aligning and influencing the channel system
Mapping the industry channels
Building and updating the channel value chain
12
What is a Franchised marketing channel?
Producer has one distributor, using independently owned franchises
Producer owns the entire downstream distribution and retail network
Producers lacks clear line to end customers; done through intermediaries
13
A form of distribution aimed at having a product available in every outlet where target customers might want to buy it.
Aggregated
Exclusive
Intensive
Multiple
14
Discrepancy of Assortment is...
Producers sell in large quantities; Customers buy in small quantities
Location of the supplier is limited; Consumers buy all across the country
Lack of variety in a single supplier; Customers buy a variety of products
Suppliers produce items year round; Consumers buy during certain times
15
Integrated Marketing Channels are low control, low cost, and high coverage.
True
False
16
What are the types of marketing channel structures? (more than one answer)
Distributed
Franchised
Arm's Length
Integrated
17
What is NOT involved in Channel Management regarding Channel Stewardship?
Channel coverage
Channel performance
Channel influence
Channel margins and incentives
18
What is the second discipline of channel stewardship?
Building and updating the channel value chain
Mapping the industry channels
Aligning and influencing the channel system
19
% Margin is calculated using... (more than one answer)
Selling Price
$ Margin
Unit Cost
20
What are the different forces that influence channel strategy? (more than one answer)
Competitive posture and actions
Customer wants and needs
Channel capabilities and costs
Channel power and influence
21
A configuration of a marketing channel that entails producers selling to consumers without any intermediaries is ...
Direct Channel
Alternative Channel
Indirect Channel
22
A channel can be “programmable” if a four-step channel system alignment process is implemented.
True
False
23
What is an Integrated marketing channel?
Producers lacks clear line to end customers; done through intermediaries
Producer has one distributor, using independently owned franchises
Producer owns the entire downstream distribution and retail network
24
All entities in a value chain must add some amount of value.
False
True
25
An Arm's Length Marketing Channel is high cost, high control, and low coverage.
False
True
26
Vertical Conflicts emerge between entities at different levels of the channel.
True
False
27
Which function below is the
LEAST
likely to be one of a channel intermediary’s functions?
Breaking bulk packs into smaller packs
Setting up product displays in stores
Granting credit to customers
Developing the brand’s national TV advertising campaign
28
Temporal Discrepancy is...
Suppliers produce items year round; Consumers buy during certain times
Lack of variety in a single supplier; Customers buy a variety of products
Producers sell in large quantities; Customers buy in small quantities
Location of the supplier is limited; Consumers buy all across the country
29
______ within the marketing channel can provide efficiencies and economies of scale.
Decreasing the distance between producers and customers
Specialization and Division of Labor
Addressing Assortment Issues
Overcoming quantity discrepancies
30
How is vertical conflict mitigated?
Sell only at MSRP to not undercut other channels
Differentiate offerings for each of retail partners
31
Specialization and Division of Labor are some of the benefits of using a marketing channel.
True
False
32
Distribution channel concepts are relevant to B2C transactions, not B2B transactions.
True
False
33
What is Hard Power?
Trust and Commitment
Unique products and market access/intelligence
34
Spatial Discrepancy is...
Lack of variety in a single supplier; Customers buy a variety of products
Suppliers produce items year round; Consumers buy during certain times
Location of the supplier is limited; Consumers buy all across the country
Producers sell in large quantities; Customers buy in small quantities
35
What is NOT a charcteristic of Specialization and Division of Labor?
Greater efficicency
Lower costs
Direct selling
Achieves economies of scale
36
Which is NOT a channel option between a supplier and its customers when the supplier wants to leverage an intermediary?
Going directly to a retailer
Going through an agent such as a broker, who then serves the retailer
Going through a stocking distributor, which connects to a retailer
Going directly to the end customer
37
The third discipline of channel stewardship requires hard power and soft power.
True
False
38
Which is an analysis that the channel steward does
NOT
need to perform when mapping a channel value chain?
Breakeven Analysis
Customer Wants and Needs Analysis
Channel Capabilities and Cost Analysis
Channel Power and Influence Analysis
39
What is NOT a function of intermediaries?
Purchasing Functions
Facilitating Functions
Transactional Functions
Logisitcal Functions
40
One source of soft power is trust, which is:
Willingness to make investments to achieve channel goals.
A pledge of continuity
Having confidence in another party’s integrity through history
A supplier not requiring the use of contracts in its arrangements
41
What is the third discipline of channel stewardship?
Mapping the industry channels
Building and updating the channel value chain
Aligning and influencing the channel system
