Designing and Managing Integrated Marketing Channels

What is the formal definition of marketing channels, also known as trade or distribution channels?

A manufacturer using advertising, promotion, and other forms of communication to persuade consumers to demand the product from intermediaries is employing which specific strategy?

According to research cited in the chapter, Nordstrom found that its multichannel customers spend how much more than its single-channel customers?

The strategy that involves thinking of the target market first and then designing the supply chain backward from that point is known as what?

What is the term for a channel system in which multiple channels work seamlessly together and match each target customer’s preferred ways of doing business, delivering the right product information and customer service regardless of whether the customer is online, in the store, or on the phone?

What does a zero-level channel, also called a direct marketing channel, consist of?

Which of the following is NOT one of the five service outputs produced by channels?

What is the term for the distribution strategy that relies on only some of the intermediaries willing to carry a particular product, allowing for adequate market coverage with more control and less cost than intensive distribution?

According to the example of STIHL, the manufacturer of handheld outdoor power equipment, how many independent U.S. retail dealers does its selective distribution network sell to?

In the context of channel management, which type of power stems from the manufacturer having special knowledge that intermediaries value?

What is the name for a marketing system that includes the producer, wholesaler(s), and retailer(s) acting as a unified system, where one channel member owns or franchises the others?

What type of Vertical Marketing System (VMS) coordinates successive stages of production and distribution through the size and power of one of its members, such as Frito-Lay or Procter & Gamble?

What is a horizontal marketing system?

Which of the following best describes 'pure-click' companies in the context of e-commerce?

What was Harley-Davidson's solution to avoid conflict with its dealers when it launched its online store for parts and accessories?

According to the text, what is the term for when one channel member’s actions prevent another channel member from achieving its goal?

When Estée Lauder set up a Web site to sell its brands, the department store Dayton Hudson reacted by reducing the space it gave to the company's products. What type of conflict does this exemplify?

Which of the following is listed as a cause of channel conflict?

What is 'dual compensation' as a strategy for managing channel conflict?

The practice of a producer selling a strong brand to dealers only if they will take some or all of the rest of the product line is called what?

In the 'Hybrid Grid' shown in Figure 17.1, what are the two axes that help in making channel architecture decisions?

According to the example of outdoor equipment supplier REI, what happens when one of every three people buys something online and comes to the store to pick it up?

What is the term for a system of partnerships and alliances that a firm creates to source, augment, and deliver its offerings, including its suppliers' suppliers and its immediate customers' end customers?

As noted in the chapter, what were the first two service outputs that consumers look for when choosing a channel?

What does the text identify as a major challenge for marketers entering the Indian retail market, where most shopping still takes place in millions of independent grocery stores?

Which of the following is NOT a type of contractual VMS (Vertical Marketing System)?

What is the primary way that m-commerce is practiced, according to the chapter?

In the example of Tesco's failed Fresh & Easy stores in the United States, what was one of the problems that plagued the retailer?

What is the primary role of facilitators in a marketing channel?

What percentage of the U.S. consumer marketplace is served by Vertical Marketing Systems (VMSs)?

According to the case study on Alibaba, the company enjoys about what percentage of the Chinese e-commerce market?

In the Dunkin' Donuts case study on m-commerce, how many downloads did its mobile app receive in the first year alone?

The idea of targeting customers with a mobile promotion when they are within a defined geographical space, such as near a store, is known as what?

Which of the 'Five Marketing Flows in the Marketing Channel for Forklift Trucks' illustrated in Figure 17.2 occurs in both directions (forward and backward)?

Which of the following describes the channel modification decision made by high-end camera maker Leica in response to competition from Best Buy and Costco?

What does a 'channel steward' do in a vertical marketing system?

In the example about Apple Stores, what was the estimated annual sales per square foot in 2011, compared to Tiffany's 3,070 dollars?

Which company successfully introduced the Redbox chain of conveniently located DVD- and game-rental kiosks as an unconventional channel?

According to the 'Value-Adds versus Costs of Different Channels' figure and associated text, which sales channel has the highest estimated cost per transaction at 500 dollars?

In the comparison between a company sales force and a manufacturer's sales agency, at what point is the sales agency the better channel?

Which of the seven design elements for an effective Web site, known as the 7Cs, refers to the layout and design of the site?

What term describes activities designed to improve the likelihood that a link for a brand is as high as possible in the rank order of all nonpaid links when consumers search for relevant terms?

According to research by DDB cited in the text, consumers are most likely to engage socially online with brands in which categories?

Which of the following did the chapter cite as a key reason for the initial failure of Dial-a-Mattress's expansion into brick-and-mortar stores?

In the Dollar Shave Club example, what was the key to the company's successful launch?

According to the chapter, which of the following is NOT one of the three strategies for brick-and-click companies to gain acceptance from their intermediaries when going online?

What is the key difference between e-commerce and m-commerce as defined in the chapter?

When the Nordstrom app was used more by customers inside the store than remotely, what conclusion did an executive draw?

What is the primary reason the chapter provides for why producers delegate some of the selling job to intermediaries?

What is a key trade-off when adding more marketing channels, according to the chapter?