Bus 464 - Final

71 cards

 


 
  
Created May 12, 2011
by
clcox

 

 
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1
an organized network of agencies and institutions, which in combination, perform all the activities...
 
channel of distribution
2
movement of goods through channels
 
physical distribution
3
the management of distribution
 
logistics
4
provides the means to achieve distribution - made up of a coordinated group of individuals...
 
channel
5
Channel objectives - name 4 utilities
 
time, place, information, form
6
availability of a product or service in a location that is convenient to a potential customer
 
place utility
7
availability of a product or service when desired by a customer
 
time utility 
8
availability of the product processed, prepared, in proper condition, and /or ready to use
 
form utility
9
availability of answers to questions and general communication about useful product features...
 
information utility
10
wholesale intermediary that typically carries product lines or  brands on a selective...
 
distributor
11
an intermediary who negotiates transactions b/t two or more parties but does not take title...
 
agent
12
channels tend to be ________ as the number of customers served _________ and price per unit...
 
longer / increased / decreases
13
individual customers market products to other individuals
 
peer - to - peer - Ebay helped Disney and IBM
14
usually low cost, mass market nondurable products / services - mature form in the US - popular...
 
door to door selling
1/2 Japan's cars sold via door to door 
15
what is the consumer version of the keiretsu system?
 
door to door selling
16
3 types of consumer channels
 
manufacturer owned stores; franchises; independent retailers
17
Disney planned to spend _______ million to open up _______ stores - what type of consumer channel...
 
300 / 600 - manufacturer owned 
other examples: apple, Levi Strauss, Nike
18
establishes flagship retail stores as product showcases or means of obtaining marketing intelligence
 
manufacturer-owned consumer channel
19
Manufacturer-owned stores supplement, rather than replace, _______ through independent retail...
 
distirbution
20
For mass-market consumer products (ice cream, cigs, etc), what is required to achieve market...
 
cannel linking manufacturer to distributor to retailer
21
Channel structure that has more intermediaries that seem necessary? irrational or rational?
 
rational - presents opportunity to gain competitive advantage through more effective channel...
22
channel innovation that has grown in popularity - one manufacturer distributes product by utilizing...
 
piggyback marketing
23
for piggyback marketing to work, the products must be....?
 
complementary / non-competitive / appeal to same customer
24
example of piggyback marketing
 
avon & mattel
25
for more expensive, complicated products that require explanation and applications, a company...
 
THEIR OWN
26
the _________ the market, the more feasible for manufacturer to use OWN sales force
 
larger
27
the company establishes its own sales force or operates in own retail stores
example?
 
direct involvement 
Kodak
28
the company utilizes independent agents, distributors, and /or wholesalers
 
indirect involvement
29
true/false: companies entering market for first time (usually foreign) should use local distributors
 
true
30
Working with Channel Intermediaries - 7 guidelines
 
1. select distributors - dont let them select you2. look for distributors willing and able...
31
practice of accepting orders only from manufacturers with established demand for products/brands...
 
cherry picking
32
global retailing
several departments, each representing distinct merchandise line with limited...
 
department store
33
less variety that dept stores - narrower merchandise mix aimed at specialty target market -...
 
specialty stores
34
departmentalized, single-story retail establishments that offer variety of food and non-food...
 
supermarket
35
same products as supermarkets - merchandise mix limited to high turnover and impulse purchases
15-20%...
 
convenience stores
36
all emphasize lower prices - "full line discounter": wide range of merchandise - limited service...
 
discount stores - WALMART IS KING
37
customers "join" the club to take advantage of low prices on products displayed in shipping...
 
warehouse club
38
hybrid retailing format combining the discounter, supermarket, and warehouse club together
biggest...
 
hypermarket
39
offer wide variety of aggressively priced grocery items plus general merchandise in space thats...
 
supercenters 
40
specialize in particular product category - offers vast selection at low prices
"900 pound...
 
category killers - IKEA home depot
41
retail operations that let name brands dispose of excess inventory, out of date merchandise,...
 
outlet stores 
42
environmental factors in global retailing - why do it?
 
home country saturation, recession, strict regulations, high operating costs
43
classifying global retailers 
this quadrant is a global retailer with niche focus -...
 
quadrant A - GAP, IKEA
44
this quadrant has private labels - must attract customers to both store and branded merchandise 
 
Quadrant B - Marks & Spenser
45
this quadrant has many well known brands in a tightly defined merchandise range - includes...
 
Quadrant C - Toys R Us, Virgin Mobile
46
this quadrant offers same type of merchandise than other retail stores - competence is in distribution...
 
WALMART - quadrant D
47
Name the 4 global retailing strategies
 
organic, franchise, chain acquisition, joint venture
48
type of global retailing strategy - internal growth - uses own resources to open a store on...
 
organic
49
type of global retailing strategy
appropriate when  barriers to entry are low but market...
 
franchise
50
type of global retailing strategy 
a market entry strategy that entails purchasing...
 
chain acquisition
51
type of global retailing strategy
advisable when culturally distance, difficult-to-enter...
 
joint venture 
52
Where does innovation take place in global retailing?
 
most highly developed systems
53
ability of a system to successfully adapt innovations is directly related to its level of ________...
 
economic development
54
The process of adaption can be greatly accelerated by the actions of _________ __________ ______.
 
aggressive individual firms
55
useful tool for accessing competence within a broader supply chain AND characterizes specified...
 
value chain
56
includes ALL the firms that perform support activities by generating raw materials, converting...
 
supply chain
57
the management process that integrates the activities of all companies to ensure an efficient...
 
logistics
58
a firm that is removed from customer is _________ in value chain
 
upstream
59
a company that is relatively closer to customer is considered ________ in the value chain
 
downstream
60
shipping from manufacturers directly out to stores
 
drop ship
61
includes order entry, in which the order is actually entered into a company's information...
 
order processing
62
used to either store goods or as distribution centers
 
warehousing
63
designed to efficiently receive goods from suppliers, then fill orders for individual stores...
 
distribution centers
64
ensures that a company neither runs out of manufacturing components or finished goods nor incurs...
 
inventory management - expensive!
65
the method or mode a company should utilize when moving products through domestic and global...
 
transportation 
66
easiest, most effective, reliable, most accessible
 
TRUCKS
67
cost effective for moving large quantities long distances, less reliable than trucks, poor...
 
railway
68
2 types of water transport
 
inland: low cost / bulk shipping / slow
ocean: any product can be shipped - more cost effective...
69
combo of land and water shipping form producer to consumer
 
intermodal transportation
70
"achilles heel of global distributon"
 
shitty railway system in US
71
loading ocean-going freight into steel boxes
 
containerization


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