Chapter 12 - slide 1Copyright © 2009 Pearson Education, Inc.  Publishing as Prentice Hall

Chapter Twelve

Marketing Channels: Delivering Customer Value

Chapter 12 - slide 2©2012 Pearson Education, Inc. publishing as Prentice Hall.

The different types of flows, which connect all the institutions in the distribution channel are physical flow, flow of ownership, payment flow, information flow, and _____.

1. promotion flow2. work flow3. marketing flow4. financial flow

Chapter 12 - slide 3©2012 Pearson Education, Inc. publishing as Prentice Hall.

The different types of flows, which connect all the institutions in the distribution channel are physical flow, flow of ownership, payment flow, information flow, and _____.

1. promotion flow2. work flow3. marketing flow4. financial flow

Chapter 12 - slide 4©2012 Pearson Education, Inc. publishing as Prentice Hall.

A _____ consists of producers, wholesalers, and retailers acting as a unified system. 1.conventional distribution channel2.parallel marketing system3.vertical marketing system4.horizontal marketing system

Chapter 12 - slide 5©2012 Pearson Education, Inc. publishing as Prentice Hall.

A _____ consists of producers, wholesalers, and retailers acting as a unified system. 1.conventional distribution channel2.parallel marketing system3.vertical marketing system4.horizontal marketing system

Chapter 12 - slide 6©2012 Pearson Education, Inc. publishing as Prentice Hall.

The _____ is the most common type of contractual vertical marketing system.

1. franchise organization 2. administered organization3. licensing arrangement4. corporate organization

Chapter 12 - slide 7©2012 Pearson Education, Inc. publishing as Prentice Hall.

The _____ is the most common type of contractual vertical marketing system.

1. franchise organization 2. administered organization3. licensing arrangement4. corporate organization

Chapter 12 - slide 8©2012 Pearson Education, Inc. publishing as Prentice Hall.

In a _____, two or more companies at one level join together to follow a new marketing opportunity. 1.conventional distribution channel2.vertical marketing system3.parallel marketing system4.horizontal marketing system

Chapter 12 - slide 9©2012 Pearson Education, Inc. publishing as Prentice Hall.

In a _____, two or more companies at one level join together to follow a new marketing opportunity. 1.conventional distribution channel2.vertical marketing system3.parallel marketing system4.horizontal marketing system

Chapter 12 - slide 10©2012 Pearson Education, Inc. publishing as Prentice Hall.

Producers of convenience products and common raw materials typically seek _____.

1. intensive distribution2. selective distribution3. exclusive distribution4. disintermediation

Chapter 12 - slide 11©2012 Pearson Education, Inc. publishing as Prentice Hall.

Producers of convenience products and common raw materials typically seek _____.

1. intensive distribution2. selective distribution3. exclusive distribution4. disintermediation

Chapter 12 - slide 12©2012 Pearson Education, Inc. publishing as Prentice Hall.

_____ involves managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers.

1. Vendor management

2. Outsourcing

3. Disintermediation

4. Supply chain management

Chapter 12 - slide 13©2012 Pearson Education, Inc. publishing as Prentice Hall.

_____ involves managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and final consumers.

1. Vendor management

2. Outsourcing

3. Disintermediation

4. Supply chain management

Chapter 12 - slide 14©2012 Pearson Education, Inc. publishing as Prentice Hall.

What occurs when radically new types of channel intermediaries displace traditional ones?

1. Indirect marketing2. Crowdsourcing3. Disintermediation4. Multichannel marketing

Chapter 12 - slide 15©2012 Pearson Education, Inc. publishing as Prentice Hall.

What occurs when radically new types of channel intermediaries displace traditional ones?

1. Indirect marketing2. Crowdsourcing3. Disintermediation4. Multichannel marketing

Chapter 12 - slide 16©2012 Pearson Education, Inc. publishing as Prentice Hall.

Which vertical marketing system (VMS) integrates successive stages of production and distribution under single ownership?

1. Conventional

2. Corporate

3. Contractual

4. Administered

Chapter 12 - slide 17©2012 Pearson Education, Inc. publishing as Prentice Hall.

Which vertical marketing system (VMS) integrates successive stages of production and distribution under single ownership?

1. Conventional

2. Corporate

3. Contractual

4. Administered

Chapter 12 - slide 18©2012 Pearson Education, Inc. publishing as Prentice Hall.

Producers of a strong brand sometimes sell it to dealers only if the dealers will take some or all of the rest of the line. This is called _____.

1. bundled pricing

2. full-line forcing

3. administered pricing

4. zone pricing

Chapter 12 - slide 19©2012 Pearson Education, Inc. publishing as Prentice Hall.

Producers of a strong brand sometimes sell it to dealers only if the dealers will take some or all of the rest of the line. This is called _____.

1. bundled pricing

2. full-line forcing

3. administered pricing

4. zone pricing

Chapter 12 - slide 20©2012 Pearson Education, Inc. publishing as Prentice Hall.

Moving broken, unwanted, or excess products returned by consumers or resellers is called _____.

1. redistribution

2. outbound distribution

3. inbound distribution

4. reverse distribution

Chapter 12 - slide 21©2012 Pearson Education, Inc. publishing as Prentice Hall.

Moving broken, unwanted, or excess products returned by consumers or resellers is called _____.

1. redistribution

2. outbound distribution

3. inbound distribution

4. reverse distribution

Chapter 12 - slide 22©2012 Pearson Education, Inc. publishing as Prentice Hall.

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic,

mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America.

Copyright © 2012 Pearson Education, Inc.  Copyright © 2012 Pearson Education, Inc.  Publishing as Prentice HallPublishing as Prentice Hall