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BUSML 3250 Chapter 12 Exam Questions and Answers
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BUSML 3250 Chapter 12 Exam Questions and Answers
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BUSML 3250 Chapter 12 ExamQuestions and Answers
value delivery network - Answer-a network composed of the company, suppliers,
distributors, and, ultimately, customers who partner with each other to improve the
performance of the entire system in delivering customer value
marketing channel (distribution channel) - Answer-a set of interdependent organizations
that help make a product or service available for use or consumption by the consumer
or business user
channel level - Answer-a layer of intermediaries that performs some work in bringing the
product and its ownership closer to the final buyer
direct marketing channel - Answer-a marketing channel that has no intermediary levels
indirect marketing channel - Answer-a marketing channel containing one or more
intermediary levels
channel conflict - Answer-disagreements among marketing channel members on goals,
roles, and rewards - who should do what and for what rewards (horizontal
conflict=among firms at the same level of the channel, vertical conflict=between different
levels of the same channel)
conventional distribution channel - Answer-a channel consisting of one or more
independent producers, wholesalers, and retailers, each a separate business seeking to
maximize its own profits, perhaps even at the expense of profits for the system as a
whole
vertical marketing system (VMS) - Answer-a channel structure in which producers,
wholesalers, and retailers act as a unified system. one channel member owns the
others, has contracts with them, or has so much power that they all cooperate
corporate VMS - Answer-a vertical marketing system that combines successive stages
of production and distribution under single ownership--channel leadership is established
through common ownership
contractual VMS - Answer-a vertical marketing system in which independent firms at
different levels of production and distribution join together through contracts
franchise organization - Answer-a contractual vertical marketing system in which a
channel member, called a franchisor, links several stages in the production-distribution
process
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