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level: Chapter 10: Delivering Customer Value

Questions and Answers List

level questions: Chapter 10: Delivering Customer Value

QuestionAnswer
What is the Value Delivery Network?A network composed of the company, suppliers, distributors and customers who partner with each other to improve the performance of the entire system in delivering customer value.
Members of the marketing channel perform many key functions. Some help to COMPLETE transactions. Mention 5 key functions.Information, promotion, contact, matching, and negotiation.
What is Corporate VMS?A vertical marketing system that combines successive stages of production and distribution under single ownership.
What is Contractual VMS?A vertical marketing system in which independent firms at different levels of production and distribution join together through contracts.
What is Administered VMS?A vertical marketing system that coordinates successive stages of production and distribution through the size and power of one of the parties.
What is Disintermediation?The cutting out of market channel intermediaries.
What is Suply Chain Management?Managing upstream and downstream value-added flows of materials, final goods, and related information.
What are Upstream Partners?The set of firms that supply the raw materials, components, parts, information, finances and expertise needed to create a product or service.
What are Downstream Partners?The marketing channels that look towards the customer such as wholesalers and retailers.
What are Marketing Channel (Distribution channel)?A set of interdependent organizations that help make a product or service available for consumption.
Why do Producers give some of the selling job to chanel partners?Producers use intermediaries because they create greater efficiency in making goods available to target markets.
A company's channel decisions can have 3 affects. What are these?1. Affect every other marketing decision. 2. Can lead to competitive advantage. 3. May involve long-term commitments to other firms.
Members of the marketing channel perform many key functions. What are the 3 key functions which help to FULFILL the completed transactions?Physical distribution, financing, and risk taking.
What is the Channel Level?A layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer.
What is the Conventional Marketing Channel?A channel consisting of one or more independent businesses that seeking to maximize its own profits at the expenses of the whole system.
What is the Vertical Marketing System(VMS)?A channel structure in which businesses act as a unified system. One member takes the leadership.
What are the 3 Types of VMS?Corporate, contractual, and administered.
What is Horizontal Marketing System?A channel arrangement in which two or more companies at one level join together to follow a new marketing opportunity.
What is the Multichannel Distribution System?A distribution system in which a single firm set up two or more marketing channels to reach customer segments.
What is Marketign Channel Design?Designing effective marketing channels by analyzing customer needs, setting channel objectives, identifying major channel alternatives.
What are the 3 Strategies to determine the number of channel members?Intensive, exclusive, and selecctive distribution.
What is Intensive Distribution?Stocking the product in as many outlets as possible.
What is Exclusive Distribution?Giving a limited number of dealers the exclusive right to distribute the product.
What is Selective Distribution?The use of selecting intermediaries that sell the company's product.
When Designing International Distribution Channels one must look at 3 aspects. What are the 3 aspects?1. Existing structures within each country. 2. Distribution systems which can have many layers and large number of intermediaries. 3. Customs and government regulations.
What is the Goal of Marketing Logistics?To provide the target level of customer service at the least cost.
What are the Major Logistic function? Mention 4Warehousing, inventory management, transportation, and logistic information management.
What is Integrated Logistics Management?The logistic concept that emphasizes teamwork. Both inside the company and among all the marketing channel organizations.