MARKETING 409 EXAM 3 – Flashcards
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All members of the supply chain should determine their position in the chain, identify their partners and their roles, and establish partnerships whose focus is
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customer relationships
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Walmart is working with its suppliers, using tools such as electronic billing, purchase order verification, and bar code technology, to integrate data used to improve overall performance. This is an example of
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supply chian management
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A group of organizations and individuals that directs the flow of products from producers to the ultimate consumers is called a
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marketing channel
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A channel of distribution is defined as a group of individuals and organizations that
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directs the flow of products from producers to customers
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The driving force behind marketing channel decisions should be
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customer satisfaction
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What links producers to consumers through the purchase and reselling of products or contractual agreements?
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marketing intermediaries
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Most marketing channels have marketing intermediaries. A marketing intermediary's role is to
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link producers to other middlemen or to customers
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Channel decisions are important to marketers mostly because
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they involve long-term commitments and affect customer accessibility
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If Nokia decides to make changes in its marketing channels, the strategic significance is that channel decisions are
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long-term commitments
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Having products available when the customer wants them is called
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time utility
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Marketing channels create three types of utility for consumers including
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place, time, and possession
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Possession utility is best described as
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the customer having access to the product to use now or store and use later
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Consumers receive the benefits of place utility when
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products are available in locations where consumers want to buy them
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In a simple economy of five producers and five consumers, there would be ___________ transactions possible without an intermediary and _________ transactions possible with one intermediary.
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twenty-five; ten
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Eliminating a wholesaler from a marketing channel will
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not eliminate the functions performed by that wholesaler
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When three buyers purchase the products of three producers, nine transactions are required. If one intermediary serves both producers and buyers, the number of possible transactions is
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six
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Without wholesalers and other intermediaries,
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products would likely be more expensive due to the use of less efficient channel members
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Customers who purchase computer laptops from manufacturer websites are acquiring products through
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a direct-marketing channel
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Select Comfort, a producer of adjustable air mattresses, sells most of its products through direct mail sales and Internet sales. This channel would be classified as
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direct-marketing
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Many producers selling on the Internet are using
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direct-marketing channels
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After direct-marketing, the next slightly longer marketing channel adds a(n)
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retailer
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When Sophie buys organic produce for her household using a channel with only one intermediary, that intermediary is classified as a
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retailer
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Large retailers such as J.C. Penney's and Target are most likely to participate in which of the following channels?
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Producer, retailers, consumers
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The marketing channel of producer to retailer to consumer is most likely to be used by producers of which of the following products?
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automobiles
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Nationally distributed consumer convenience products are most likely distributed through which of the following channels?
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producer, wholesalers, retailers, consumers
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Manufacturers of convenience products such as chewing gum reach customers through thousands of retailers. What marketing channel are these manufacturers most likely to use?
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producer, wholesalers, retailers, consumers
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Which of the following is the most commonly used channel for distributing business products?
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producers, organizational buyers
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Steelcase, Inc. markets furniture directly to businesses. This is an example of a(n) _________ channel
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producer-to-business buyer
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Organizational buyers are especially partial to direct marketing channels when
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expensive and/or complex equipement is involved
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Caruthers Paint Manufacturing Company buys the chemicals it needs for producing its products from a chemical producer, Roth Chemicals. In this instance, the chemicals are being distributed to Caruthers through which of the following types of channels?
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direct distribution
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An independent business that takes title to products and carries inventories is a(n)
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industrial distributor
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Jeff Wood's company buys machine tools from large producers and sells them to several Midwestern manufacturing companies. The company Jeff works for carries inventories of the tools, which reduces capital requirements for the producers. Jeff's company is an example of a(n) ___________ in a distribution channel.
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industrial distributor
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Which of the following is most likely to be a product stocked by an industrial distributor?
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screws
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Which of the following describes a disadvantage of using industrial distributors?
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they are unlikely to handle bulky items or items that are slow sellers
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Which of the following is an advantage of using an industrial distributor?
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they help reduce a producer's financial burdens by extending credit to customers
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A producer is not likely to receive _____ from an industrial distributor
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aggressive promotion of its brand
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A channel that includes both a manufacturers' agent and an industrial distributor is appropriate under which of the following circumstances?
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when the marketer wishes to enter a new geographic market but does not wish to expand the existing sales force
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Rob Stevens is the head of a company that produces computer software for production scheduling. The firm is small and presently does not generate enough volume to justify hiring a sales force. The firm is probably using ___________ to maintain contact with the firms using its products.
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agents
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An independent businessperson who is paid a commission to sell complementary products of different producers in an assigned territory without actually taking title of the merchandise is a(n)
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manufacturer's agent
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What is a primary difference between an industrial distributor and a manufacturers' agent?
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A manufacturer's agent does not acquire title nor usually take possession of the products whereas an industrial distributor does
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