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  • 1. TOP 10 Learning Answers for: In Partial fulfillment of the requirements of Marketing Management Class (MARKMA) Designing and Managing Integrated Channel Arvin Matias 09.02.10
  • 2. 1. All are categories of Buyers except for:
    • Shoppers out of habit
    • Shoppers that love a wide spectrum or variety
    • Shoppers that are highly involved with their purchasing
    • Shoppers that like to find high value good deals
    • Shoppers that buy for the heck of it
  • 3. 1. Concept
    • There are four categories of Buyers namely:
    • Habitual Shoppers
    • High Value deal seekers
    • Variety-loving shoppers
    • High-involvement shoppers
  • 4. 1. Concept
    • There are four categories of Buyers namely:
    • Habitual Shoppers
    • High Value deal seekers
    • Variety-loving shoppers
    • High-involvement shoppers
    • “ It is important to identify target market
    • (buyer) in order for you to determine a
    • more accurate marketing Channels”
  • 5. 1. All are categories of Buyers except for:
    • Shoppers out of habit
    • Shoppers that love a wide spectrum or variety
    • Shoppers that are highly involved with their purchasing
    • Shoppers that like to find high value good deals
    • Shoppers that buy for the heck of it
  • 6. 2. A 2 nd level Marketing Channel involves…
    • Manufacturer - Consumer
    • Manufacturer – Sari-sari Store - Consumer
    • Manufacturer – Wholesaler – Retailer - Consumer
    • Manufacturer – Hypermarket - Consumer
    • Manufacturer – Wholesaler – Jobber – Retailer - Consumer
  • 7. 2. Concept
  • 8. 2. Concept Example: Bench buys shirts from a shirt manufacturer Example: Sari-sari store buys supplies from MAKRO and MAKRO buys it from manufacturers Example: Lamoiyan has sales agents that go directly to provincial Wholesalers who in turn sell to different sari-sari stores/mini groceries
  • 9. 2. A 2 nd level Marketing Channel involves…
    • Manufacturer - Consumer
    • Manufacturer – Sari-sari Store - Consumer
    • Manufacturer – Wholesaler – Retailer - Consumer
    • Manufacturer – Hypermarket - Consumer
    • Manufacturer – Wholesaler – Jobber – Retailer - Consumer
  • 10. 3. The following are “not” types of channel conflict except for_______.
    • Variability
    • Multichannel
    • Differences in core values
    • Unclear roles and rights
    • Reluctance to change
  • 11. 3. Concept
    • What is a Channel conflict?
    • This occurs when one member channel prevent another channel from achieving its goal.
    • There are 3 types of channel conflict. These are:
    • Vertical : occurs among firms at different channel levels
    • Horizontal: occurs among firms at the same channel level
    • Multichannel : occurs among firms at different channels that are independent from one another
  • 12.
    • Variability
    • Multichannel
    • Differences in core values
    • Unclear roles and rights
    • Reluctance to change
    3. The following are not types of channel conflict except for_______.
  • 13. 4. All are Channel Member functions except…
    • Assume risks
    • Provide storage
    • Oversee actual transfer of ownership
    • Improve product quality
    • Reach agreements on price terms
  • 14. 4. Concept
    • Channel member functions are:
    • Gather information
    • Develop and disseminate persuasive communication
    • Reach agreements on price and terms
    • Acquire funds to price inventories
    • Assume risks
    • Provide storage
    • Provide for buyer’s payment of their bills
    • Oversee actual transfer of ownership
  • 15. 4. Concept
    • Channel member functions are:
    • Gather information
    • Develop and disseminate persuasive communication
    • Reach agreements on price and terms
    • Acquire funds to price inventories
    • Assume risks
    • Provide storage
    • Provide for buyer’s payment of their bills
    • Oversee actual transfer of ownership
    • *Channels cannot modify or change the actual product, they can only improve the process of getting the product to the customer.
  • 16. 4. All are Channel Member functions except…
    • Assume risks
    • Provide storage
    • Oversee actual transfer of ownership
    • Improve product quality
    • Reach agreements on price terms
  • 17. 5. Which of the following is true?
    • Advertising is an example of channel service outputs
    • 0 Level Marketing Channels involves the manufacturer and the consumer
    • 7-11 branches are examples of selective distribution channels
    • High value deal seekers are usually buyers that love variety
    • Channel members can improve the product according to local market needs.
  • 18. 5. Concept
    • Advertising is an example of channel service outputs
      • - Service outputs are: Lot size, Waiting/delivery time, Spatial convenience, Product Variety and Service backup
    • 0 Level Marketing Channels involves the manufacturer and the consumer
    • - See item 2 concept slide
    • C. 7-11 branches are examples of selective distribution channels
    • - 7-11 branches are saturated and covers all reaches of customers, distribution via 7-11 is not selective but intensive distribution.
    • D. High value deal seekers are usually buyers that love variety
    • - Value does not equate variety.
    • E. Channel members can improve the product according to local market needs.
    • - see item 4 concept slide
  • 19. 5. Which of the following is true?
    • Advertising is an example of channel service outputs
    • 0 Level Marketing Channels involves the manufacturer and the consumer
    • 7-11 branches are examples of selective distribution channels
    • High value deal seekers are usually buyers that love variety
    • Channel members can improve the product according to local market needs.
  • 20. 6. Which of the following is False?
    • Marketing channel is a network that create time, place and possession for consumers.
    • Middlemen intermediaries take title to products
    • Marketing channel and distribution channel is one and the same
    • A company can apply a 1 st level channel when order lot size is not uniform
    • Selective distribution is an example of distribution intensity
  • 21. 6. Concept
    • There are two types of Intermediaries:
    • Merchant Middlemen: Take title to products and resell them.
    • Functional Middlemen: Do not take title to products; they simply facilitate the exchange process by performing buying and/or selling functions.
  • 22. 6. Which of the following is False?
    • Marketing channel is a network that create time, place and possession for consumers.
    • Middlemen intermediaries take title to products
    • Marketing channel and distribution channel is one and the same
    • A company can apply a 1 st level channel when order lot size is not uniform
    • Selective distribution is an example of distribution intensity
  • 23. 7. Contractual VMS are…
    • Hired experts/consultants to manage marketing channels
    • Consumer–sponsored franchise system
    • Individual firms who join channels through contracts
    • Programmers of distribution channel system
    • Service agreement for marketing channel organization services
  • 24. 7. Concept
    • Corporate VMS
      • Corporation owns production and distribution
      • Coordination and conflict through regular organizational channels
    • Contractual VMS
      • Individual firms who join through contracts
      • Franchise organizations
        • Manufacturer-sponsored retailer franchise system
        • Manufacturer-sponsored wholesaler franchise system
        • Service-firm-sponsored retailer franchise system
    • Administered VMS
      • Leadership through the size and power of dominant channel members
      • Leadership could be manufacturer or retailer
    Vertical Marketing Systems
  • 25. 7. Concept
    • Corporate VMS
      • Corporation owns production and distribution
      • Coordination and conflict through regular organizational channels
    • Contractual VMS
      • Individual firms who join through contracts
      • Franchise organizations
        • Manufacturer-sponsored retailer franchise system
        • Manufacturer-sponsored wholesaler franchise system
        • Service-firm-sponsored retailer franchise system
    • Administered VMS
      • Leadership through the size and power of dominant channel members
      • Leadership could be manufacturer or retailer
    Vertical Marketing Systems
  • 26. 7. Contractual VMS are…
    • Hired experts/consultants to manage marketing channels
    • Consumer–sponsored franchise system
    • Individual firms who join channels through contracts
    • Programmers of distribution channel system
    • Service agreement for marketing channel organization services
  • 27. 8. Channel service back-up is an example of…
    • A channel service output
    • A channel service intermediary
    • A marketing channel system
    • A channel conflict
    • A cause of a channel conflict
  • 28. 8. Concept
    • See item 4 concept
  • 29. 8. Channel service back-up is an example of…
    • A channel service output
    • A channel service intermediary
    • A marketing channel system
    • A channel conflict
    • A cause of a channel conflict
  • 30. 9. The following are part of Channel Management Decision except for:
    • Selecting channel members
    • Modifying channel members
    • Evaluating channel members
    • Training channel members
    • Networking of channel members
  • 31. 9. Concept
    • Channel Management Decisions involves
    • Selecting channel members
    • Training channel members
    • Motivating channel members
    • Evaluating channel members
    • Modifying channel members
  • 32. 9. The following are part of Channel Management Decision except for:
    • Selecting channel members
    • Modifying channel members
    • Evaluating channel members
    • Training channel members
    • Networking of channel members
  • 33. 10. These are examples of Channel Integration systems except for:
    • Corporate VMS
    • Horizontal VMS
    • Administered VMS
    • Multichannel systems
    • Diagonal VMS
  • 34. 10. Concept
    • Corporate VMS
    • Horizontal VMS
    • Administered VMS
    • Multichannel systems
    • Diagonal VMS
  • 35. 10. Concept
    • See item 7 concept
  • 36. 10. These are examples of Channel Integration systems except for:
    • Corporate VMS
    • Horizontal VMS
    • Administered VMS
    • Multichannel systems
    • Diagonal VMS
  • 37. TOP 10 Learning Answers for: In Partial fulfillment of the requirements of Marketing Management Class (MARKMA) Designing and Managing Integrated Channel Arvin Matias 09.02.10