Venice
Amsterdam
London
Both A and B
All of the above
Time utility
Place utility
Time and place utility
Convenience utility
Channel segmentation is important in distribution reach strategy
The most common function of a marketing channel member is to provide reach and to resell the product into a market where the original seller can’t reach efficiently or effectively
Retailers can give manufacturer both location and image competitive positioning
Both A and B
A, B, and C
% of target customers the company distribution reaches
Gross reach
Net reach
Selective reach
Reaching target customers, where they are and where they shop
Informing and serving the customer
Moving the product
Financing the venture
All of the above
Are an important basic channel function these days
Have been greatly increased over the last one hundred years
Have been greatly reduced over the last one hundred years
Both A and B
Capability
Cost
Control
Conviviality
All of the above
Rigidly adopt new technology and processes that increase efficiency
Very slowly adopt new technology and processes that increase efficiency
Very quickly adopt new technology and processes that increase efficiency
None of the above
Significant
No change
Small
None of the above
The need for pioneer personal selling efforts increase
The need for pioneer personal selling efforts decrease
The need for direct selling and billing efforts increase
The need for pioneer personal selling, direct selling and billing efforts decrease
Both B and C
Shoppers will go out of their way to buy the preferred alternative
Shoppers will purchase the next preferred alternative when the product or service is not available
The best distribution for a convenience product is to be everywhere
Both B and C
Products that are frequently purchased
Products that are expensive
Products that are major durables
Products that are high risk purchases
Both A and C
Franchising
Mass distribution
Selective distribution
All of the above
Reducing the cost of distribution
Keeping the shelves stocked
Keeping the quality of service high
Both A and B
A, B and C
Franchisees are imitators; there is little innovation in a franchise system
About a quarter of all retailing is franchised
Franchising is a way for an innovator to earn higher innovation profits
Franchising is a big part of going global and acting global
Both C and D
A Coach purse
A Chanel watch
A pack of Charmin toilet paper
A marketing textbook
Individual differences (age or income)
Product usage and needs
Perceptions of the competitive offerings
Sensitivity to different promotional strategies
All of the above
Quality of its product or services
Design of it product or services
How to get into the mass distribution channels
How to innovate new products frequently
A partner whose customers fit the manufacturer’s target market segment
A partner whose service and current products complement its products and service
A partner with inferior buying, marketing, merchandising and selling skills
Both A and B
A, B and C
The marketing strategies and implementation skills of two trading partners
When the retailer’s positioning and strategy appeal to the manufacturer’s management
More than the sum of the seller’s and buyer’s separate capabilities
When the manufacturer’s positioning and strategy appeal to the retailer’s served market
None of the above
Low, low
High, low
Low, high
High, high
A unique trading relationship advantage comes from the manufacturer and channel partner working well together to reduce the costs of doing business
If the cost reduction efforts of both parties are synchronized and if this synchronization is better than any other trading relationship, the trading relationship will have a unique competitive cost advantage
Both A and B
Elegant Swedish design
Flat packing furniture saves manufacturing and distribution costs for IKEA
Customer convenience and lower final delivery costs for IKEA compared to other furniture competitors
Both B and C
All of the above
Warned about how
Could not see how
Had nothing to say about how
Transportation process quality and cost
Order-taking, picking, and packing process quality and costs
Product quality and cost
Customer service process quality and cost
Inventory holding process quality and cost