MKTG 1030 WEEK 9

0.0(0)
studied byStudied by 2 people
learnLearn
examPractice Test
spaced repetitionSpaced Repetition
heart puzzleMatch
flashcardsFlashcards
Card Sorting

1/81

encourage image

There's no tags or description

Looks like no tags are added yet.

Study Analytics
Name
Mastery
Learn
Test
Matching
Spaced

No study sessions yet.

82 Terms

1
New cards

What are today’s consumers used to getting…?

  • what

  • where

  • when

… they want

2
New cards

What is a channel partner?

  • partnered firm promoting & selling product

3
New cards

What is the simplest marketing channel?

producer & consumer

4
New cards

What are the utility / value forms that channels offer?

  • time

  • form

  • place

  • ownership

5
New cards

What is time utility?

  • availability when consumer wants / needs

6
New cards

What is form utility?

  • precision meeting consumer wants / needs

7
New cards

What is place utility?

  • ease of availability for consumer

8
New cards

What is ownership utility?

  • benefit for consumer

9
New cards

What is a marketing channel?

  • firm group selling & promoting good from production to end

10
New cards

What is a supply chain?

  • firms involved in production & promotion & delivery

11
New cards

What does SCM involve?

  • constant supply chain monitor & refinement

12
New cards

Why are channel partners essential?

right…

  • product

  • place

  • time

13
New cards

What are the wholesaler characteristics?

  • buy large amount

  • store & break into smaller units

  • own product

  • assume sale & obsolescence risk

  • 3 types

14
New cards

What are the basic wholesaler types?

  • merchant

  • broker

  • manufacturer agent

15
New cards

What are the retailer characteristics?

  • buy from wholesaler / agent / distributor & sell to consumer

  • vary by product type / size / price / service / convenience / speed

16
New cards

What are full service merchant wholesalers?

  • stock inventory

  • operate warehouse

  • supply credit

17
New cards

What are limited service merchant wholesalers?

  • low price, low service

18
New cards

What are mail-order wholesalers?

  • sell product by catalog & ship to buyer

19
New cards

What are rack jobbers?

  • sell specialty

W

20
New cards

What are some specialty product examples?

  • book

  • hosiery

  • magazine

21
New cards

What are the broker / agent characteristics?

  • don’t purchase / take product title

  • negotiate producer sale contract

22
New cards

What is the most common broker / agent form?

  • real estate

23
New cards

What is an affiliate?

  • person driving online traffic to other sites to get paid selling other company’s product

24
New cards

True or False: Affiliates are usually paid on commission.

True

25
New cards

What are some affiliate location examples?

  • blog

  • search engine

  • news

  • social media

26
New cards

What is a manufacturer sale office?

  • sale unit directly working for manufacturer

27
New cards

True or False: Manufacturer sale offices are found in B2C settings.

False: Manufacturer sale offices are found in B2B settings.

28
New cards

What are the retailer types?

  • supermarket

  • drugstore

  • convenience

  • specialty

  • category killer

  • department

  • superstore

  • warehouse club

  • off-price

  • outlet

  • online

  • used

  • pop-up

29
New cards

What is a self-service retailer?

  • provides full home product range

30
New cards

What is a drugstore?

  • retailer selling over-the-counter medicine / prescription / health & beauty / photo

31
New cards

What is a convenience store?

  • retailer where consumer pay for convenience by higher markup

32
New cards

What is a specialty store?

  • retailer selling deep product type

33
New cards

What is a category killer / channel leader?

  • retailer selling large product category amount & dominating competition

34
New cards

What is a department store?

  • retailer selling wide home product & merch range

35
New cards

What is a superstore?

  • oversized department retailer carrying broad merch & grocery range

36
New cards

What is a warehouse club?

  • supercentre retailer selling discount product

37
New cards

What is an off-price retailer?

  • store selling discount merch variety

38
New cards

What is an outlet store?

  • discount retailer selling product that can’t be normally sold due to manufacture mistake

39
New cards

What are some direct marketing examples?

  • live

  • door-to-door

  • party sale

  • catalog sale

  • TV sale

  • telemarketing

  • marketplace

40
New cards

What is an direct channel?

  • producer & user transaction

41
New cards

What is the longest typical B2C channel?

producer → broker / agent → wholesaler / distributor → retailer → consumer

42
New cards

What is the longest typical B2B channel?

producer → broker / agent → industrial distributor → business / government

43
New cards

What is disintermediation?

  • cut intermediary of marketing channel

44
New cards

True or False: The trend today is towards intermediation.

False: The trend today is towards disintermediation, because of the Internet.

45
New cards

True or False: Disintermediation is always cost-effective or efficient.

False: Disintermediation is not always cost-effective or efficient.

46
New cards

What do multiple channels require?

  • channel management

  • target market comprehension

  • selling channel integration

  • alliance formation

47
New cards

True or False: Developing nations may lack god intermediaries.

True

48
New cards

What are some foreign market entry ways?

  • FDI

  • joint venture

  • export

  • franchise

49
New cards

What is the push strategy?

  • manufacturer convinces wholesaler / distributor / retailer to sell

50
New cards

What is the pull strategy?

  • manufacturer creates consumer demand so wholesaler / distributor / retailer sells

51
New cards

What is the push strategy relationship?

manufacturer → reseller → consumer

52
New cards

What is the pull strategy relationship?

manufacturer → consumer → resaler → Repeat

53
New cards

What are the channel functions?

  • sort & regroup

  • store & manage

  • distribute

  • assume risk

  • extend credit

  • share info

  • assure availability

54
New cards

What are the channel selection factors?

  • consumer

  • product

  • partner capability

  • environment & tech

  • competing product marketing channel

55
New cards

What is the most important channel selection factor?

  • consumer

56
New cards

What are the product distribution intensity factors?

  • intensive

  • selective

  • exclusive

57
New cards

What is intensive distribution?

  • sell product in as many outlets

58
New cards

What is selective distribution?

  • sell product at select outlets

59
New cards

What is exclusive distribution?

  • sell product at few outlets

60
New cards

Which retailer has channel power?

  • category killer

61
New cards

What are some channel conflict examples?

  • dispute

  • own goal

  • member product competition

  • manufacturer e-commerce

62
New cards

How do firms ethically achieve channel cooperation?

  • emphasize benefit

  • assure genuineness

  • provide promotion

  • educate technique

  • offer incentive

  • avoid channel stuffing

  • handle pricing issue

63
New cards

What is channel stuffing?

  • manufacturer moving product into channel to record sale

64
New cards

What is a vertical marketing system?

  • formal channel member close cooperation agreement

65
New cards

What is vertical integration?

disintermediation form

  • channel member taking over other member function

66
New cards

What is forward integration?

  • firm moves down supply chain

67
New cards

What is backward integration?

  • firm moves up supply chain

68
New cards

True or False: In a conventional marketing system, channel members have vertical integration.

False: In a conventional marketing system, channel members have no affiliation.

69
New cards

What is horizontal integration / marketing system?

  • 2 companies at same channel cooperate to make most of marketing opportunity

70
New cards

True or False: Marketing channel decisions are more important than feature and price decisions.

False: Marketing channel decisions are as important as feature and price decisions.

71
New cards

What is a vertical conflict?

  • different member type channel conflict

72
New cards

What is a horizontal conflict?

  • same member type channel conflict

73
New cards

What is often in the best position to resolve channel conflict?

  • category killer / channel leader

74
New cards

What is omnichannel distribution?

  • combine multiple (online & physical) channels

75
New cards

Why do consumers appreciate direct channels?

  • more transparency

  • faster communication

  • customized service

76
New cards

What is a dual channel?

  • combine direct & indirect channel

77
New cards

What are some push strategy tactics?

  • trade discount

  • instore promotion

  • sales force effort

78
New cards

What are some push strategy industry examples?

  • FMCG

79
New cards

What are some pull strategy tactics?

  • advertisement

  • influencer

  • social media

80
New cards

What are some pull strategy industry examples?

  • tech

  • fashion

  • luxury

81
New cards

How do we analyze distribution channels?

  1. target audience

  2. channel justification

    1. exclusivity

    2. accessibility

    3. image

  3. efficiency & effectiveness

  4. comparative analysis

82
New cards

What are some difficult disintermediation industry examples?

  • health

  • utilities

  • machinery

  • CPG

  • car repair & part