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Question;1. ________ means that the company or site;offers to transact or facilitate the selling of products or services online.;a. E-business;b. E-commerce;c. E-purchasing;d. E-marketing;e. None of the above;2. ________ means companies decide to purchase;goods, services, and information from various online suppliers.;a. E-business;b. E-commerce;c. E-purchasing;d. E-marketing;e. none of the above;3. ________ describes company efforts to;inform buyers, communicate, promote, and sell its products and services over;the Internet.;a. E-business;b. E-commerce;c. E-purchasing;d. E-marketing;e. None of the above;4. ________ are companies that have launched a;Web site without any previous existence as a firm.;a. Dot-coms;b. Internet firms;c. Pure-click firms;d. Brick-click firms;e. None of the above;5. ________ are existing companies that have;added an online site for information and/or e-commerce.;a. Store locations;b. Brick-and-click firms;c. Brick-and-mortar firms;d. Pure-click firms;e. None of the above;6. For the brick-and-click companies;adding an e-commerce channel creates the threat of ________ from retailers, brokers, agents, and;other intermediaries.;a. competition;b. a backlash;c. cooperation;d. refusal;e. support;True/False;7. Marketing channels are sets of;interdependent organizations involved in the process of making a product or;service available for use or consumption.;8. Top marketing companies typically employ;either a push or a pull strategy.;9. Customers? shopping habits can vary by;countries, and retailers that have largely stuck to the same selling formula;regardless of geography have sometimes encountered trouble in entering new;markets.;10. A hybrid channel is one in which the;manufacturer uses two or more different channels of distribution to reach the;target markets.;11. The ability to order a product online and;pick it up at a convenient retail location is an example of the consumers?;expectations for channel integration.;12. Habitual shoppers purchase from the same;places in the same manner over time.;13. High-involvement shoppers gather information;in all channels, purchasing in a low-cost channel, but taking advantage of;customer support from a high-touch channel.;14. Every individual consumer;typically chooses the same channels for serving all of their shopping needs in;making a purchase.;15. Thinking of the target market;first, then designing the supply chain backward from that point is called;demand chain planning.;16. A system of partnerships and alliances that;a firm creates to source, augment, and deliver its offering is called a demand;chain.;17. Delegating some of the selling;functions to intermediaries means loss of control over how and to whom the;products are sold.;18. A manufacturer selling a physical;product and related services might require three channels: a sales channel, a;delivery channel, and a service channel.;19. All channel functions need not be;performed for the channel to operate efficiently.;20. A direct marketing channel consists of a;manufacturer selling directly to one retailer.;21. The reverse-flow channels are not;important except in the cases of recycling, refurbishing, and disposal.;22. Designing a marketing channel involves;analyzing customer needs, establishing channel objectives, and identifying;cost-saving channels, identifying key channel partners, and evaluating all;alternatives.;23. Channel objectives should never be stated in terms of targeted;service outputs and levels but instead stated in terms of dollar costs.;24. Companies can choose from a wide;variety of channels for reaching customers?from sales forces to agents;distributors, dealers, direct mail, telemarketing, and the Internet.;25. Channel objectives vary with;product characteristics.;26. Exclusive distribution involves;the use of more than a few but less than all of the intermediaries that are;willing to carry your product.;27. Selective distribution means;severely limiting the number of intermediaries.;28. Intensive distribution consists of the;manufacturer placing the goods or services in as many outlets as possible.;29. Moving to more intensive distribution to increase;coverage and sales may help in the short term, but it can hurt long-term;performance by encouraging retailers to compete aggressively.;30. Each channel alternative needs to be;evaluated against economic, control, and power criteria.;31. Channel arrangements, once;constructed, need not be modified over time.;32. Companies need to plan and implement;careful training programs for their intermediaries.;33. One of the major causes of channel conflict;is goal incompatibility between the manufacturer and the channel members.;34. Coercive power is objectively observable;whereas legitimate, expert, and referent power are more subjective.;35. More sophisticated companies try to forge a;long-term partnership with distributors.;36. Once a manufacturer has identified the;appropriate channel for its new product, that channel is likely to remain;effective over the whole product life cycle.;37. A vertical marketing system comprises the;producer, wholesaler(s), and retailer(s) acting in their own interests.;38. V. Kasturi Rangan defines channel;stewardship as the ability of a given participant in a distribution channel to;create a go-to-market strategy that simultaneously addresses customers? best;interests and drives profits for all channel partners.;39. A horizontal marketing system brings two;related firms together to marshal the resources or programs necessary to;provide an emerging marketing opportunity.;40. A company?s various channels;should ideally work in complete isolation.;41. Channel conflict is generated when;one channel member?s actions prevent another channel from achieving its goal.;42. Channel coordination occurs when channel;members are brought together to advance the goals of the channel.;43. The purpose of exclusive dealing, where the;seller requires that dealers not handle competitors? products, is to;substantially limit competition. This is;legal as long as both parties enter into the agreement voluntarily.;44. E-business means that the company or site;offers to transact or facilitate the selling of products and services online.;45. E-marketing describes company efforts to;inform buyers, communicate, promote, and sell its products and services over;the Internet.;46.;In;adding e-commerce, a brick-and-click company need not worry about backlash from;retailers, brokers, agents, or other intermediaries.;Essay;101.;Explain;why the marketing channel system is so important to a firm.

 

Paper#47307 | Written in 18-Jul-2015

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